Recharging Your Sales Process with Seller Agility
Real Talk, Real Deals: Stories and Tips From the Real World of Sales
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Knowing When to Qualify Out of a Deal
They discuss the importance of qualifying out of a deal early on, using a poker analogy to emphasize the value of getting out quickly from a deal that is unlikely to be won. They also talk about the use of objective criteria, such as 'opportunity vitals,' to accurately assess the buyer's status and behavior in the sales process.
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