SCORECARD:
QUALIFYING OPPORTUNITIES VIRTUALLY
Manage Your Pipeline
Verify Details of the Deal
Allocate Resources Effectively
SOLUTION ALIGNMENT
Key contacts have articulated that our solution is different and better than alternatives.
Yes
No
Unsure
DECISION-MAKING PROCESS
Key Buying Influences have clearly described the decision-making process.
Yes
No
Unsure
TIMING
We know all elements of the critical path including decision making timing and timing for impact.
Yes
No
Unsure
OTHER PEOPLE
We know who the Economic Buying Influence is and have access.
Yes
No
Unsure
OTHER PEOPLE
We have at least one strong Coach (advocate).
Yes
No
Unsure
COMPETITION
Key contacts have shared the options they’re considering and how they feel about each.
Yes
No
Unsure
BUDGET
Key Buying influences have described the existence of budget for this or a clear path to getting it
Yes
No
Unsure