This document provides guidance on conducting an opportunity assessment for sales opportunities. It outlines key questions to consider in areas such as determining if there is a real opportunity, assessing competitiveness, determining if the opportunity can be won, and deciding if it is worth pursuing. The goal is to structure the opportunity qualification process, qualify accounts faster, and focus time and resources on the most viable opportunities. Key steps include understanding customer needs and objectives, evaluating financial factors, assessing the solution fit and competitive landscape, and identifying decision-makers and their criteria.
Characteristics
Has a direct business impact (funding or mission)
Will align directly to a business objective
May need to be discovered
Will involve people and politics
Has to be confirmed
Has a cost and corresponding value
How to discover
What is your number one challenge you face today?
As you are the _______(position) what is it that keeps you up at night?
I understand the companies primary focus is to increase productivity/profits etc. what is the number one issue you face with that objective?
What happens if you do not fix the problem?
You said you need to _________can you help me understand the key issue your trying to address?