What quantifiable goals does a prospect have? Are they realistic
Posted: Sun Jan 19, 2025 5:59 am
Knowing this information gives your rep a better understanding of whether or not your company can actually help a lead with what they hope to accomplish.
Having quantifiable goals is also important for expectation setting list of austria consumer email as a sale progresses. Reps may need to recommend different products or services than what a prospect was originally considering or adjust a lead’s ideal timeline based on what they want to achieve.
Plans
How is a prospect thinking about achieving their goals? What solutions are they considering outside of working with your company?
This information helps the sales rep understand how much need there is for your company and solution specifically.
Challenges
Where are they going to run into issues with their plans? What roadblocks have they hit while trying to reach their goals?
“There’s clearly a reason that you’re having a conversation with them at that point,” Beth says. “Whether that’s a lack of resources or understanding, those are the things that give a sense of need and where you can solve challenges.”
A prospect’s challenges stop them from achieving their goals. These illustrate where there’s an opening for your product or service to come in and provide value. However, if your product or service can’t address their challenge, then you’re not a good fit. Sometimes discussing challenges can also reveal internal roadblocks that might indicate a prospect isn’t a viable opportunity, like lack of internal buy-in, which can help reps steer clear of starting a sale they won’t be able to close.
Having quantifiable goals is also important for expectation setting list of austria consumer email as a sale progresses. Reps may need to recommend different products or services than what a prospect was originally considering or adjust a lead’s ideal timeline based on what they want to achieve.
Plans
How is a prospect thinking about achieving their goals? What solutions are they considering outside of working with your company?
This information helps the sales rep understand how much need there is for your company and solution specifically.
Challenges
Where are they going to run into issues with their plans? What roadblocks have they hit while trying to reach their goals?
“There’s clearly a reason that you’re having a conversation with them at that point,” Beth says. “Whether that’s a lack of resources or understanding, those are the things that give a sense of need and where you can solve challenges.”
A prospect’s challenges stop them from achieving their goals. These illustrate where there’s an opening for your product or service to come in and provide value. However, if your product or service can’t address their challenge, then you’re not a good fit. Sometimes discussing challenges can also reveal internal roadblocks that might indicate a prospect isn’t a viable opportunity, like lack of internal buy-in, which can help reps steer clear of starting a sale they won’t be able to close.