Lisa Magnuson is the author of The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly. In today’s episode Lisa and I talk about one of my favorite topics: winning big deals. We start with why and how companies make selling big deals harder than it needs to be. Lisa then shares her concept of the Customer Perception Spectrum and what sellers need to do to move up the spectrum. We dig into the whole topic of pre-call planning and why Lisa believes too many sellers are short-changing their pre-call planning. And what downsides flow from that. Plus, we dive into qualification and discuss Lisa’s 3 layers of prospect qualification: early, core and advanced.
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