The Case For Moving From Scripted To Conversational Qualifying
( 7 minute read )
How many of your current business processes or systems are 70 years old? How many are 30 years old?
My guess is the answer is a combination of "zero" and "these are dumb questions". I would agree, however many of B2B sales operations are still using BANT ( 70 years old ) and call scripts ( at least 30 years old ).
In a world that is desperate for data, isn't it time to modernize the most important stage of your sale?
Let's start with the premise that deals are won or lost at the Qualifying and Discovery phases . . .
