Busy salespeople tend not to ask enough questions (or ask bold enough) around how the prospect’s internal processes work. If you’re a salesperson: With your current top five deals, how well have you mapped out their internal buying process? If you’re a sales executive: If you sat down with your team and had them talk about their own top deals, how clear are they – not just on the current status of the deal or the next step, but also the prospect’s actual internal process to get to a decision?
