Dirkjan: Created page with "The following sheet can help you track progress over time for assessing an opportunity: {| class="wikitable" | | | | | |Date | | | | |Date |- ! ! ! ! ! !You !Competitor A !C..."

2020-08-25T10:27:13Z

Created page with "The following sheet can help you track progress over time for assessing an opportunity: {| class="wikitable" | | | | | |Date | | | | |Date |- ! ! ! ! ! !You !Competitor A !C..."

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The following sheet can help you track progress over time for assessing an opportunity:

{| class="wikitable"
|
|
|
|
|
|Date
|
|
|
|
|Date
|-
!
!
!
!
!
!You
!Competitor A
!Competitor B
!
!
!You
!Competitor A
!Competitor B
|-
|
|'''Is there an opportunity?'''
|-
|1
|Customer application or project
|Defined
|+
|-
|
|
|Undefined
|-
|-
|2
|Customer Business Profile
|Known
|+
|-
|
|
|Unknown
|-
|-
|3
|Customer Financial Position
|Strong
|+
|-
|
|
|Weak
|-
|-
|4
|Access to funds
|Yes
|+
|-
|
|
|No
|-
|-
|5
|[[Compelling event|Compelling event]]
|Defined
|+
|-
|
|
|Undefined
|-
|-
|
|'''Can we compete?'''
|
|-
|6
|Formal decision criteria
|Known
|+
|-
|
|
|Unknown
|-
|-
|7
|Product fit
|Good
|+
|-
|
|
|Poor
|-
|-
|8
|Sales Resource Requirements
|High
|+
|-
|
|
|Low
|-
|-
|9
|Current Relationship
|Strong
|+
|-
|
|
|Weak
|-
|-
|10
|Unique Business Value
|Defined
|+
|-
|
|
|Undefined
|-
|-
|
|'''Can we win?'''
|
|-
|11
|Inside support
|Strong
|+
|-
|
|
|Weak
|-
|-
|12
|Executive credibility
|Strong
|+
|-
|
|
|Weak
|-
|-
|13
|Corporate Compatibility
|Good
|+
|-
|
|
|Poor
|-
|-
|14
|Informal Decision Process
|Known
|+
|-
|
|
|Unknown
|-
|-
|15
|Political Alignment
|Strong
|+
|-
|
|
|Weak
|-
|-
|
|'''Is it worth winning?'''
|
|-
|16
|Short Term Revenue
|High
|+
|-
|
|
|Low
|-
|-
|17
|Future Sales
|High
|+
|-
|
|
|Low
|-
|-
|18
|Profitability
|High
|+
|-
|
|
|Low
|-
|-
|19
|Degree of risk
|Low
|+
|-
|
|
|High
|-
|-
|20
|Strategic Value
|Yes
|+
|-
|
|
|No
|-
|-
|}
[[Category:sales]]

[[Category:M20]]

[[Category:Model]]

Opportunity assesment - Revision history

Dirkjan: Created page with "The following sheet can help you track progress over time for assessing an opportunity: {| class="wikitable" | | | | | |Date | | | | |Date |- ! ! ! ! ! !You !Competitor A !C..."