How do I effectively qualify a sales opportunity?

o One liner on the account
o Business Problem
What’s the situation
What’s the problem
What’s the consequence of the problem
- Inconvenience
- Economic pain
What value can be derived for the business by solving problem
- Revenue improvements.
- Quality improvements.
- Delivery improvements.
- Cost reductions.
- Risk reductions.
- Recruitment and Retention.
- Pain Reductions. How much easier will life become with this solution?

What’s our solution to the problem
- Approach, product, services etc.
- Deal value
- Stakeholders and process
Who owns solving the business problem
Who owns delivering the solution
Other influencers (internal and external)
How and when is the decision to be made
Our access to the stakeholders
What leverage do we have or can get:
 MSFT
 Partners
Competition
 Incumbent?
 Other – what advantages do they have from the customers perspective
 How are we going to mitigate their advantages?
Timing
 Compelling Event?
 The sequence of events