Objective 4 - Results Agency

Anybody can book meetings and be ‘busy’ but what’s important is booking the right meetings, with the right people, at the right time in the sales process – and this is where good qualification comes into play.

  • Poor qualification can lead to a lot of wasted effort and can significantly reduce your conversion rate
  • Every opportunity we create for you would meet strict, pre-agreed criteria
  • As standard, the qualification we provide will include:
    • Client Overview, type & size of business, structure & locations
    • Details of specific projects, future requirements & general levels of interest
    • The decision-making unit and decision-making processes
    • Primary decision drivers
    • Incumbent suppliers, products/services & levels of satisfaction
    • Willingness to consider alternative products/services/suppliers
    • Identify any 3rd party decision makers that can influence specification, selection and procurement decisions
  • Arming your sales people with this information before they meet with a prospect ensures better preparation, facilitates a more informed discussion and increases the chances of a successful outcome

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