From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops

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Collaborating on your prospect's internal business case

Collaborating on your prospect's internal business case

From the course: B2B Sales Strategy: Avoid Prospect Stalls and Stops

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Collaborating on your prospect's internal business case

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- [Narrator] As salespeople, we want to move to the proposal stage as quickly as possible. Many stalls and stops occur right after we share our offer. It can be so disheartening after we've done so much work to get to this point. However, successful salespeople know that prospect collaboration is the difference between average sales versus a top performer. One of the main reasons why rushing to propose leads to a stall or stop in a longer, more complex sales process, is that we haven't collaborated with our prospect and their buying team on how to best justify our solution. Without working together in alignment, we run the risk of our proposal missing the mark. The precursor to getting your proposal approved is to help your prospect with their internal business case, which in turn helps you build a strong proposal. Let's look at another scenario. Feel free to add your takeaways to the Q&A or notebook feature. Annika…

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