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Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts by Brian Sullivan, David Mattson

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CHAPTER 13Budget

Budget is a key element of the qualification process. Qualifying for budget helps uncover the prospect organization’s expectations or limitations regarding the cost, price, or fees associated with the solution. Obviously, nailing down this information is immensely important in the enterprise world, especially when the investments in a pursuit are significant.

SANDLER ENTERPRISE SELLING RULE

Validate the funding.

Willing? Able?

Is there a difference between willing and able when it comes to budget issues? Yes—a big difference, especially in the enterprise world. Some contacts are willing to work with you but are unable to move the budget discussion forward.

Willing minus able equals unqualified for budget. In order to justify ...

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