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Article: Reduce Risk with Stronger Opportunity Qualification

Improving win rate

man climbing a ship tower to represent the risk of pursuing opportunities that don't have a strong chance of resulting in a closed deal

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What’s Inside

Selling requires an enormous number of resources. When sales leaders apply these resources to poorly qualified opportunities, they become investments without a return.

Therefore, sellers need a precise and repeatable strategy for determining the viability of an opportunity.

In this article, we explain:

  • The five questions sellers must ask to assess the health of an opportunity
  • Why these questions matter
  • How to answer these questions

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