Pain points are unmet needs waiting to be satisfied. The persistent problems inconvenience prospects (or many people in the prospect organization). Or, they want and conditions - or possibilities - the option is trying to achieve but don't know precisely how.

Identifying as many prospects as possible is an important aspect of sales. You need to have a clear process in...

A win-theme is a sales strategy that focuses on identifying and emphasizing the key factors that drive a customer to purchase.

Impact statements are concise and specific statements describing the outcomes, results, or benefits a product, solution, or service has on the customer's business

A pre-call plan is a set of activities and strategies that sales professionals undertake before making a sales call to a potential customer