Jane Freeman of SDL is fundamentally in the business of managing experiences, content and brand. SDL is a global content management organization through localization and delivery. Its core is enablement leadership. A central process is needed to position them in the sales cycle.  In this episode, Jane and Patrick talk about the fact that deal qualification is not a one-off task. It's a continuous effort bringing continuous benefit. Things change and are constantly moving. The deal is evolving, the solutions are evolving, the customer challenges are continuously evolving. Look what's right in front of you, but also three to four steps ahead. This is opportunity management. Invest more time to investigate the customer. This is what strategic selling looks like.  Listen to this episode to hear how Jane Freeman and her SDL team get under the skin of a customer in a good way.  Jane Freeman on Linkedin  ___________________________________________     Revenue Optimization Radio is hosted by Patrick Morrissey of Altify which is a program on the Funnel Radio Channel.  Altify is the sponsor of Revenue Optimization Radio.