Kinley: Reps cannot convince prospects a non-critical product is urgent
Ellen Kinley · Secrets to Turbo Charging Sales in 2021 with Keyfactor, Checkout.com Contentstack & Insight Partners · Jan 20, 2021 · at 13:04
Ellen Kinley, Chief Transformation Officer at Keyfactor, discusses why sales reps should focus time on deals with clear compelling events rather than trying to force urgency on non-critical software.
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“If your offering isn't identified as business critical, there's a mindset with your prospect that it can wait. And you can spend all the time in the world trying to convince them that you are business critical and a lot of cases it's just out of your control. So what is in your control is where you spend your time.”
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