Learn Effective Sales Opportunity Qualification For Improved Win Potential
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Discover the power of qualifying sales opportunities using the Target Account Selling framework. Uncover key considerations in project existence, resource assessment, differentiation, and more to boost your win potential.
- Qualifying sales opportunities effectively can improve win potential and pipeline strength.
- Target Account Selling (Taz) framework focuses on four key areas for opportunity qualification Is there an opportunity? Can we compete? Can we win? Do we want to win?
- Questions to consider when qualifying opportunities project existence, compelling events, understanding requirements, stakeholder relationships, budget.
- Competing involves assessing solution fit, decision-making criteria, business value, and required resources.
- Winning depends on internal support, sales champions, political alignment, differentiation, and measurable business value.
- Deciding whether to pursue an opportunity requires evaluating revenue, profitability, strategic value, and potential risks.
In this discussion, Brian Conway from Achieve Success explores the crucial aspect of effectively qualifying sales opportunities to enhance win potential and strengthen your sales pipeline. He delves into the Target Account Selling (Taz) framework, which comprises four key areas for opportunity qualification identifying opportunities, assessing competitiveness, evaluating win potential, and determining whether pursuing the opportunity is worthwhile. This framework offers valuable insights that can guide your sales strategy and help you make more informed decisions about which opportunities to pursue.
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