Get the Prospect Working

The best qualification technique is to ask the prospect to invest time or money and see if they follow through. The more time a prospect puts into solving a problem, the more committed they become to your mutual success. During this section, we will discuss steps you can take to get your prospect working, which include:

• Step 1: Get the prospect using and sharing trackable assets

• Step 2: Get Business Stakeholders to Engage In Discovery

• Step 3: Ask For Data to Support a Business Case

• Step 4: Request Help in Building the Project Checklist

• Step 5: Invite Them to Attend Webinars and User Groups

• Step 6: Encourage Early Engagement from IT, Security, and Procurement.

• Step 7: Ask for Participation During the Demonstration