Getting Clarity: Budget, Timeline, and Pain

PROGRAM DESCRIPTION

Join Sales Assembly and Jon Rydberg, Fractional Head of Sales at SquareDash, as we hone into Deal Qualification as a skill. Dotting all your I’s and crossing all your T’s is crucial for you to close your deals. This course will dive into tactical ways to understand your prospect’s budget, timeline, and pain without turning your conversation into an interrogation.

PROGRAM TAKEAWAYS

1. Establish a structured agenda for sales calls to build trust, ensure adequate time for discussion, set expectations, and increase accountability.
2. Employ a qualification framework and scorecard to objectively assess deal progression based on uncovering budget, authority, need, and timeline (BANT).
3. Master the art of asking probing questions through techniques like the Sandler pain funnel to deeply understand the prospect’s challenges, quantify their pain, and align your solution to their needs and goals rather than just pitching product features.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email lissie@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.