In the third stage the prospect evaluates the possible solutions they have selected to determine which providers they should contact for further discussion. You can increase the chance of the prospect contacting you by helping them develop the criteria they should use and providing clear reasons that they should consider your solution. Once they contact you, providing the information they need to make the decision is critical. The right information, presented in the right way, increases the chance that when they reach the final stage, they select your solution.

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