Opportunity Selection Success

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Which step should you take before starting to qualify opportunities?

Increase your chances of success

Focus on the right opportunities

Disqualify before qualifying (correct)

Invest your time wisely

What analogy does the text use to explain the process of disqualifying opportunities?

A multiple-choice test (correct)

A word search

A math equation

A crossword puzzle

What is one factor to consider when deciding whether to disqualify an opportunity?

The prospect's objection

The revenue generated

The competitor chosen by the prospect (correct)

The size of the opportunity

Why is it important to disqualify opportunities that are not worth your time and effort?

To avoid wasting valuable time (A) Signup and view all the answers

What can closed lost deals potentially do if handled correctly?

Hold value and generate revenue (B) Signup and view all the answers

Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?

Revenue potential (C) Signup and view all the answers

What is the main purpose of focusing on opportunities that align with your ICP?

To increase your chances of success (A) Signup and view all the answers

What is the significance of the gap between the problem your product or service solves and the value your offer brings?

It determines the impact on the customer's situation (C) Signup and view all the answers

Which stage of the closed lost pipeline is recommended to focus on when reworking deals?

Later-stage deals (C) Signup and view all the answers

Why is it beneficial to prioritize more recent closed lost opportunities when reworking deals?

They have already shown more buy-in (B) Signup and view all the answers

What is the benefit of disqualifying opportunities before qualifying them?

It saves valuable time and resources (A) Signup and view all the answers

What should you consider when deciding whether to disqualify an opportunity?

All of the above (D) Signup and view all the answers

What does the text compare the process of disqualifying opportunities to?

A multiple-choice test (A) Signup and view all the answers

Why is it important to focus on opportunities that align with your ideal customer profile (ICP)?

It increases the chances of success (A) Signup and view all the answers

What can closed lost deals potentially do if handled correctly?

Hold value and generate revenue (B) Signup and view all the answers

What should you evaluate when considering disqualification based on the lost reason?

The prospect's objection (A) Signup and view all the answers

What is the main purpose of investing your time wisely and focusing on the right opportunities?

To increase your chances of success (C) Signup and view all the answers

Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?

Product price (B) Signup and view all the answers

What is the main purpose of disqualifying irrelevant opportunities?

To save time and effort (C) Signup and view all the answers

Why is it important to measure the size of the opportunity?

To justify investing resources (D) Signup and view all the answers

What does the book 'Gap Selling' by Keenan explore?

The concept of identifying and bridging the gap between the customer's problem and your solution (D) Signup and view all the answers

Which stage of the closed lost pipeline is recommended to focus on when reworking deals?

Later-stage deals (D) Signup and view all the answers

What can prioritizing more recent closed lost opportunities help leverage?

Progress and momentum (D) Signup and view all the answers

What is the significance of the gap between the problem your product or service solves and the value your offer brings?

It shows the value of the opportunity (D) Signup and view all the answers

What is one factor to consider when deciding whether to disqualify an opportunity?

The customer's problem (C) Signup and view all the answers

Opportunity Selection Success

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Questions and Answers

Which step should you take before starting to qualify opportunities?

What analogy does the text use to explain the process of disqualifying opportunities?

What is one factor to consider when deciding whether to disqualify an opportunity?

Why is it important to disqualify opportunities that are not worth your time and effort?

What can closed lost deals potentially do if handled correctly?

Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?

What is the main purpose of focusing on opportunities that align with your ICP?

What is the significance of the gap between the problem your product or service solves and the value your offer brings?

Which stage of the closed lost pipeline is recommended to focus on when reworking deals?

Why is it beneficial to prioritize more recent closed lost opportunities when reworking deals?

What is the benefit of disqualifying opportunities before qualifying them?

What should you consider when deciding whether to disqualify an opportunity?

What does the text compare the process of disqualifying opportunities to?

Why is it important to focus on opportunities that align with your ideal customer profile (ICP)?

What can closed lost deals potentially do if handled correctly?

What should you evaluate when considering disqualification based on the lost reason?

What is the main purpose of investing your time wisely and focusing on the right opportunities?

Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?

What is the main purpose of disqualifying irrelevant opportunities?

Why is it important to measure the size of the opportunity?

What does the book 'Gap Selling' by Keenan explore?

Which stage of the closed lost pipeline is recommended to focus on when reworking deals?

What can prioritizing more recent closed lost opportunities help leverage?

What is the significance of the gap between the problem your product or service solves and the value your offer brings?

What is one factor to consider when deciding whether to disqualify an opportunity?

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