Questions and Answers
Which step should you take before starting to qualify opportunities?
Disqualify before qualifying
What analogy does the text use to explain the process of disqualifying opportunities?
A multiple-choice test
What is one factor to consider when deciding whether to disqualify an opportunity?
The competitor chosen by the prospect
Why is it important to disqualify opportunities that are not worth your time and effort?
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What can closed lost deals potentially do if handled correctly?
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Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?
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What is the main purpose of focusing on opportunities that align with your ICP?
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What is the significance of the gap between the problem your product or service solves and the value your offer brings?
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Which stage of the closed lost pipeline is recommended to focus on when reworking deals?
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Why is it beneficial to prioritize more recent closed lost opportunities when reworking deals?
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What is the benefit of disqualifying opportunities before qualifying them?
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What should you consider when deciding whether to disqualify an opportunity?
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What does the text compare the process of disqualifying opportunities to?
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Why is it important to focus on opportunities that align with your ideal customer profile (ICP)?
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What can closed lost deals potentially do if handled correctly?
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What should you evaluate when considering disqualification based on the lost reason?
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What is the main purpose of investing your time wisely and focusing on the right opportunities?
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Which of the following is NOT a factor to consider when qualifying opportunities based on your ideal customer profile (ICP)?
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What is the main purpose of disqualifying irrelevant opportunities?
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Why is it important to measure the size of the opportunity?
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What does the book 'Gap Selling' by Keenan explore?
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Which stage of the closed lost pipeline is recommended to focus on when reworking deals?
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What can prioritizing more recent closed lost opportunities help leverage?
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What is the significance of the gap between the problem your product or service solves and the value your offer brings?
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What is one factor to consider when deciding whether to disqualify an opportunity?
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