How do I move this sales opportunity forward?

APPROACH #1: Define a viable solution. Work with the prospect to determine an approach to solving the problem.

APPROACH #2: Define economic consequences. Work with the prospect to estimate the economic impact of the problem.

APPROACH #3:Define decision criteria. Work with the prospect to understand how they’ll make a buying decision.

APPROACH #4: Define budget allocations. Work with the prospect to determine whether there is budget for a solution.