Craig Elias, in his book Shift!, breaks down the sales cycle into three phases:
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Status Quo – The prospect is satisfied with their current process, even if you see room for improvement.
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Window of Dissatisfaction – The prospect is unhappy with their solution but hasn’t started searching for alternatives.
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Searching Alternatives – The prospect is actively exploring new options.
Selling to a prospect in the Status Quo stage is the hardest. Only about 1% are likely to convert. Prospects in the Searching Alternatives stage are easier to engage, but competition is higher since they’re evaluating multiple solutions.
The best time to connect is during the Window of Dissatisfaction — when the prospect feels pain but hasn’t begun searching. This is where the first-mover advantage comes in. At PredictLeads, our goal is to help you detect when a prospect enters this phase. By spotting buying signals early, you can stay ahead of competitors and improve your win rates.
👉 Interested in seeing how it works? Request a demo of our product at info@predictleads.com.
Until next time!