How to Shorten Your B2B Sales Cycle and Close More Deals: The OCGC Framework

Synopsis

Sales trainer Stephen (Context Selling) presents the OCGC framework (Opening, Creating the Gap, Getting to the Close) for B2B discovery calls, after noting 60% of lost sales come from poor qualification. He covers the 'Magnificent 7' reasons people buy, the Kryptonite Question for surfacing pain, and a Prospect Prologue built on pre-call research. A cited case study had a company triple revenue in 12 months by installing a sales script.

Ideas in this episode

• B2B sales training and call framework consulting

  Stephen's OCGC framework uses a Prospect Prologue plus the Kryptonite Question and reportedly tripled one company's revenue in 12 months.