#696: Sales Forecasting Creating Drama?
The Advanced Selling Podcast
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What Are You Telling Your Prospects Before They Are a Real Opportunity?
There are three elements that I would call filter points that would say when I've checked these three elements, then I have a real deal on our hands. The first is a motive. There's some reason to do something like we just finished a little onboarding meeting right before we started recording out here. And one of the questions I want to always know from our sales team is why did they buy? Why did they sign up for the program? Why they want coaching for us? That's the why. Second is the money and do I understand the economics, both their side and our side. And then the third is the process of do I understanding the deciding process? If I don't
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