The Jake Dunlap Show

Moving Buyers from Cold to Educated to Vetted

Episode Summary

This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey.

Episode Notes

This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey.

In this episode, Jake covers:

• Today's sales processes are often over-focused on the word qualification. But buyers and sales pros don't like the word qualification. In reality, your first call is a discovery call. 
• In sales, intent is defined as the buyer's understanding of your solution and where they are on their purchase path. 
• Can you get a buyer to be a bit more educated on what you do? What are some creative, quick ideas you could leverage to get your buyers more educated? 
• If you don't have intent-based discovery questions, there is a high likelihood that you will start talking about things that prospects already know. 

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Check out the full article and recording on skaled.com: https://skaled.com/insights/intent-based-leads/

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