In complex B2B sales ! understanding your customer’s challenges is the first step to building a compelling value proposition.
Customers who feel that their problems are understood and treated as a priority tend to trust the sales team more ! increasing the chances of closing the deal.
Furthermore! complex markets often bahrain cell phone number list involve multiple decision makers and lengthy processes.
Focusing on challenges allows salespeople to present solutions that resonate with all stakeholders ! accelerating the sales cycle .
Difference between CHAMP and other traditional methods
Each lead qualification method has a different focus and is best suited to certain scenarios.
However! as we have seen so far! CHAMP differentiates itself by beginning qualification by understanding the lead’s challenges ! ensuring a more consultative and strategic approach.
In other words! it allows you to work on opportunities that other methods would discard too soon and creates a qualification whatsapp material process that is more aligned with the reality of B2B sales.
Below! see how it fills the gaps of other traditional methods:
More flexible than BANT
BANT only qualifies leads that already phone number thailand have a budget and a clear decision maker! which can lead to discarding promising opportunities that have not yet planned the investment.
CHAMP allows the seller to identify challenges before the budget is set ! helping to create the need and justify the investment.