FAQs

From win-loss interviews with real buyers, asking what nearly stopped them from choosing you. The list is usually shorter than [...]

Define each stage by exit criteria that someone other than the rep can verify. A qualified deal means the application [...]

Three reasons. They document an idealized process, when what a rep needs is help with the specific conversation they are [...]

Two documents rather than one. The quick reference is a single page, front and back at most, holding the qualification [...]

Seven sections: the five conversations that actually decide your deals, an ideal customer profile stated in checkable terms, explicit disqualification [...]

Reach them through three routes: trade association member lists you have never quoted, attendees at shows where you already exhibit, [...]

No. Customers tell their salesperson what maintains the relationship and tell a neutral third party what they actually think. Have [...]

Use a fixed seven-question guide so answers stay comparable: how the business has changed in two years; what triggered the [...]

Twelve to twenty for most mid-market questions. The practical stopping condition is saturation: the point at which three consecutive interviews [...]