Understanding your sales prospect’s buying process isn’t just about enhancing sales tactics. It’s about fostering meaningful, lasting relationships with prospects. As a consultative partner, your questions during early-stage discovery illustrate maturity and an appreciation for following procedures the prospect’s organization feels are important.
In that sales discovery, that’s where you will get valuable info to help you throughout the sales cycle. And, that’s where you’ll get insight to cope with whatever competition comes your way.