Sometimes a real next step, often a polite exit. One question tells you which, and it costs nothing to ask.
“You sincerely ask, Matt, Mr. Prospect, if I give you this information, what's going to happen next and then be quiet, wait to have them answer.”
Source: Shortening the Sales Cycle, episode 42 of the Oil & Gas Sales & Marketing Podcast.
“If they say my next step is to get it from the decision making team because we need to make a decision the next month, then you're on the right track and it's worth your time to give them what they need”
Source: Shortening the Sales Cycle, episode 42 of the Oil & Gas Sales & Marketing Podcast.
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The next step
If the way energy buyers actually buy is costing you deals, talk it through with ModalPoint, the go-to-market firm Matthew Bertram runs. A 30-minute discovery call: no scope, no commitment, and a mutual NDA before anything substantive. You get a reply within one business day, and the first call is with someone who works in the sector.