Carlos Nouche, Vice President at Visualize shared his methodology around “ValueSelling”, as is defined by him and his company. Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?
Getting hands-on for our listeners, we dove into a great discussion on Carlos’ Qualified Prospects Formula and talked about the number one mistake companies make when “qualifying” their pipeline.
How can organizations avoid poorly qualifying their sales pipeline?