It’s a familiar story: you have loads of great prospects and some promising deals in your pipeline but they seem to take forever to progress and many simply fall through the cracks.
A few deals lost or delayed can make the difference between crushing your targets—or falling short for the quarter. How can your sales team engage your customers better to get deals moving faster?
Between making calls, sending emails, and giving demos (not to mention, reflecting all this in the CRM) your busy AEs have limited time. They need to make better use of the limited time they spend with prospects and the easiest way to do that is to start asking better questions.
Even the best sales reps can struggle to find the perfect qualifying and discovery questions, while even the most process-oriented rep can miss something. Having these questions outlined and written down to follow as part of your sales process can make sure that you cover all your bases.
In this article, you’ll get 24 open-ended sales engagement questions that have been shared with us by top sales performers. These questions will:
Your sales reps seem very busy. You know for a fact they’re working on a lot.
And they say they have too much on their plate.
Yet, the results you need aren’t there.
You thought you had good leads, good prospects, but they’re not progressing fast enough down the pipeline because reps can’t handle everything on their plate.
Since you’re on this page, you’ve probably identified that it’s an internal problem, and not just a need for more sales reps doing the wrong thing.
How can you help your reps be more productive?
You’ve heard that sales engagement—or is it sales enablement?—is the solution to spending too much time trying to diagnose, optimize and scale sales. But which is it that you need?
In this article, we’ll walk you through what sales engagement is, how it differs from sales enablement and how to decide which is right for your teams.
