Capture Assessment Actions
Metrics
Work with your Champion to identify and quantify the key metrics.
Economic Buyer
Identify the Economic Buyer. Ask 'Who signs the check?'
Decision Criteria
Uncover the technical, financial, and relationship criteria.
Decision Process
Ask 'What happens after you say yes?' to understand the process.
Paper Process
Ask 'What is the process to get a contract signed?'
Identify Pain
Uncover the pain. Ask 'What keeps you up at night?'
Champion
Identify and develop a Champion. Ask 'Who cares most about this?'
Competition
Identify the competition. Ask 'Who else are you talking to?'
TAS Actions (Qualification Strategy)
Project Defined
Work with the customer to clearly define the project scope and business initiative.
Business Profile
Research the customer's industry and business drivers to better align your solution.
Financial Condition
Assess the risk of the customer's financial stability on the deal.
Access Funds
Identify the budget holder and confirm availability of funds.
Compelling Event
Find a compelling event that creates urgency for the customer to act.
Decision Criteria
Uncover and influence the formal decision criteria.
Solution Fit
Gap analysis: Map your solution features to customer needs to improve fit.
Current Relationship
Build stronger relationships with key stakeholders.
Business Value
Quantify the unique business value your solution provides.
Inside Support
Cultivate inside support and coaches within the account.
Executive Credibility
Leverage your executives to build credibility with their leadership.
Cultural Compatibility
Adapt your sales approach to match the customer's culture.
Informal Criteria
Discover the informal/personal criteria driving the decision.
Political Alignment
Map the political landscape and align with powerful supporters.
Short Term Revenue
Explore upsell opportunities to increase initial deal size.
Future Revenue
Assess long-term partnership potential.
Profitability
Review pricing and costs to improve deal margin.
Strategic Value
Re-evaluate if this opportunity aligns with company strategy.