How to Shorten Your B2B Sales Cycle and Close More Deals: The OCGC Framework
Best forFounders doing their own sales calls whose deals drag on or quietly disappear.
Our notes
Sales trainer Stephen Steers, creator of the Context Selling method, argues that many lost deals come from poor qualification rather than a weak product. He walks through his OCGC structure for discovery calls, including opening with research on the prospect, using an agenda to lower resistance, and a question meant to draw out the real pain. He also treats a sales script as something you debug to find where deals stall.
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