At what stage of the ENGAGE sales cycle do we uncover barriers and finalize timelines?

The stage of the ENGAGE sales cycle where barriers are uncovered and timelines are finalized is characterized by a focus on aligning both the sales team and the client on the terms of engagement and closure. During the Mutual Closing Agreement stage, discussions become more specific regarding any potential obstacles that may prevent the successful completion of the sale. This is when both parties collaborate to identify these barriers and discuss how to address them effectively.

Finalizing timelines is crucial at this stage, as it sets expectations for both the sales team and the client regarding the next steps and deliverables. This mutual agreement not only fosters transparency but also reinforces commitment from both sides to move forward together.

Other stages, such as Connect and Learn, would primarily involve relationship building and information gathering without the urgency of establishing specific agreements or timelines. The Proposal Presentation stage focuses on showcasing solutions, but it is not the moment for finalizing the barriers or timelines. The Follow-Up Phase is typically about checking in after a proposal has been shared, rather than solidifying the details necessary for closing the deal.