Proactive sales opportunity management is one area where CRM can help you grow sales with existing customers, as well as with new ones.

But not every opportunity is worth pushing forward in the pipeline.

Have your salespeople ask these five questions to qualify a sales opportunity. (Read about qualifying sales leads here.) Integrate these questions into your CRM system for your sales team to ask.

  • Who is on the decision-making team?
  • Who else is being considered as a vendor for this product or service?
  • Why do you want to buy this product or service? This will help you understand whether you are offering the correct solution.
  • When will you need a formal proposal? This gives you insight into the customer’s timing and where they are in the sales cycle.
  • What is the decision process? This tells you whether you’re interacting with the right person.

Learn more about sales opportunity management in CRM.

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