Improve Pipeline Health By Scoring Opportunities Through The Customer's Lens

As sales forces increasingly suffer from unhealthy pipelines, the usual prescription for more activity is actually contributing to the problem. Sales managers attribute lagging sales productivity to losing opportunities to "No Decision, Inc." and the need to improve quality in their pipelines. What's really going on? The culprit is a major shift in buyers' expectations of salespeople. Instead of valuing salespeople on their product knowledge, executive buyers increasingly evaluate reps on their ability to help them solve problems. Sales enablement professionals and sales managers require a way to help the sales force focus on developing the analytical and emotional points that will allow executive buyers to perceive more value in their proposals. This report helps sales enablement professionals understand how sales managers are using Forrester's value equation framework to improve the quality of their pipelines and provides tips on how to introduce it to their organizations.