Eliminating Sales UFO’s

POSTED BY Carl Moe on Aug 13 under Methodology, Money, Qualifying, Sales Process

Our 5M’s sales process does not specify a sequence for qualifying prospects through the Motivation, Money, Methodology and Market qualifying questions. To qualify a prospect, you need to cover all of the M’s.
However, some sales teams are seeing higher numbers of UFO’s (Un- Funded Opportunities) such that starting with the Money discussion to confirm a [...]

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