Are You Measuring the Wrong Things?

This episode may change how you view your sales process. Do you assess your prospect conversation based on what you got out of it or what your prospect experienced? You bring a perspective into and out of every prospect conversation: Did we connect enough? Did they answer our questions? Did they agree to next steps? These are common benchmarks for many sales professionals in measuring the quality of their prospect conversations. Unfortunately, they have very little to do with how your prospect assesses the conversation and have little impact on their ability to debate change successfully. Listen in as Dan and Kiley walk you through how the prospect assesses the conversation.