Escalate your Opportunities
The B2B Engagement environment is challenging. These challenges are overcome and even welcomed by the astute professional. Their focus is to escalate viable Opportunities and avoid time wasters. The professional is prepared and skilled in the craft. The essential attributes of the professionals that we have observed is the maturity of their judgement and their rigorous adherence to a strategy. They apply a perfected judgement to:
- Their frequent engagements with Clients.
- Qualifying an Opportunity.
- Where their time is most profitably spent.
- The development of an Engagement Plan.
- Their choice of a Sales Methodology as part of their Sales Strategy.
In short, these are some of the aspects that differentiate the Closers from the journeymen. This section deals with the critical part of the Sales Methodology, being the Status of an Opportunity. Closers review their Opportunities critically and expend their efforts on escalating those Opportunities that are worthwhile pursuing. We have also referenced the subject of Status elsewhere as well, being part of the 4×4 Matrix.