Burns: Any sales methodology is better than none to evaluate deal risk
Michael Burns · How to turn your sales playbook into a revenue machine that adds $Xm in new ARR per quarter · Mar 26, 2024 · at 12:24
This episode carries Michael Burns's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.
Michael Burns, CRO of vFairs, explains why instituting a standardized sales qualification methodology is critical for eliminating subjective pipeline forecasting.
0:00 / 0:30exact quote · 31.0s
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“It doesn't matter what your sales methodology is. Just roll one out. Right? Which is absolutely true. And i'll show you mine. But if it's, i'm not a huge fan of bant. I think it's a little bit simplistic. But, you know, use bant. It's better than nothing. Right? Use medic, med pick, whatever it is. But you need a sales methodology. Right? Because you need a common framework And a common language to be able to talk about deal risk with your reps. If you don't have that, then, you know, you're really relying on a lot of, you know, subjectivity.”
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