From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops
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Identifying two reasons your prospects stall
From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops
Identifying two reasons your prospects stall
- Think about the last time you encountered a hard stop with a prospect that you were really excited about. What do you think happened? Sometimes it can be hard to tell. Let's say Manoj is your strongest prospect. Manoj is your main contact at a mid-size software company. You've been working with Manoj and his team for over three months, but recently he let you know that they're going in a different direction. It seems as if you're at a hard stop but you're unclear why. To avoid a stop with prospects like Manoj in the future, let's explore two potential reasons why Manoj and his team decided not to move forward with you and your company. It's possible that Manoj compared the scale of his problem with the cost to solve the problem and decided to put the project on hold. He essentially assessed your project as a B or C priority. He just didn't see enough value to move forward. There are two ways to prevent this in the future.…
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