Is it worth chasing?

Aug 15, 2025

Are you chasing deals that are never going to close?

Be honest - how much time have you spent on opportunities that felt good but were never really real?

Top salespeople don’t just work hard... they work smart

They focus their time and energy on the opportunities that are actually winnable, worthwhile and aligned with value

Because a good deal isn’t just about the numbers, it’s about the fit

'Validate' is the first and most crucial step in the VALUE Framework... all about the right opportunities 


It’s about asking yourself:

  •  Is there a real need?

  •  Can we truly solve it?

  • Are we talking to the right people?

  •  Is there urgency to act? 

If the answer is “no” or “not yet,” then it’s not a deal - it’s a distraction

And no, you’re not being negative

You’re being a professional 

If you can’t validate the value, it’s not an opportunity, it’s a hope. 
And hope’s not a strategy

How do you qualify whether an opportunity is worth chasing?


The full VALUE Framework is:

Validate = right opportunities
Align = right research
Leverage = right conversations
Underpin = right solutions
Evolve = right outcomes

That’s what we use to drive sales success… ask me about it

 

Are you ready to increase your sales?

The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve

 

It’s free and only takes 5 minutes

Take the Scorecard

Categories

All Categories action plans ai ai assistant articles b2b buying buying process c-level c-suite checklists coaching collaboration collaborative selling communication customers digital sales rooms email ethical selling faq how-to guides linkedin marketing mutual action plans opportunities outcomes outreach planning promotion proposals prospecting questions quick tips sales sales process salestips salestraining selling selling with ai success testimonials value based selling valueframework video