How to Get Bad Deals Out of Your Sales Funnel

James Carbary

Founder at Sweet Fish Media

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B2B Growth is a daily podcast dedicated to helping B2B marketing leaders achieve explosive growth. Each episode features an interview with a B2B marketing executive or thought leader, discussing topics like B2B marketing strategy, account-based marketing (ABM), content marketing, marketing technology (MarTech), B2B strategic partnerships, aligning marketing with sales, social media, content creation, and promotion, leadership, buyer personas, agile marketing, and more.

In this episode we talk to Tom Williams, CEO of DealPoint.

Deals that will never close come at a huge opportunity cost to B2B sales teams. Tom shares how proactive, ongoing disqualification leads to more successful sales teams.

He breaks down how to disqualify bad deals at every stage in your sales cycles, metrics to implement & how to operationalize the process of disqualification in a way that your sales reps will actually use.

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