Fabio Maglieri

Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty.

Therefore try to replace the fear of uncertainty with the desire to create something new, something better (with your product). Build up a story on where they will be like in 1-2 years with your products instead of sticking to the existing one. Make them want this future and explain why only you can build this future.

Evaluate the readiness of the opportunity by adhering to your sales methodology.

Evaluate general potential of prospects by understanding your solutions fit to the strategy and challenges of the prospect.

Define how many time you want to invest in short-term and long-term prospects and follow this as a guidance on how to invest your time.

Generally matching the value proposition of the solution with real existing business issues of the prospects is extremely satisfying. 

Engaging with customers and realizing that you are honestly solving their challenges.

Make use of digital tools to reduce redundant manual tasks and use your solution's capabilities to ease the life of your customers and helping them to achieve their personal targets.

Create excitementy by telling stories that customers can relate to. Use real-life examples and link them to customers' challenges. Make them wanna change the current situation by describing the implications of doing nothing and paint a picture of a better life with your solution.

Be optimistic and ambitious, but do not lie. Break down the process of achieving the desired outcome into SMART steps. Use your internal resources to make it reality.

A vision why the rep and myself should invest time in pursuing the opportunity. This could be either helping to get a quick win or develop a big deal. Focus is crucial to tackle the dilemma of unlimited potential opportunities in enterprise sales. Better work on less well qualified opportunities than dancing on to many parties.

There should be a well-defined process on when to involve internal resources. But of course sales is a dynamic process and you should allow alternations.

Depending on the sales stage and maturity of the opportunity you should be able to qualify more precisely. If you lack information create events that answer questions and involve internal experts that can help you and your prospect answering the questions in a way that helps you to progess the opportunity.