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Opportunity Assessment – Part 1

Opportunity Assessment – Part 1

For 90% of salespeople, a “maybe” is an opportunity to do what they most enjoy: selling; and do less of what they don’t: prospecting. Combine that with a generally buoyant nature and the result is exaggerated expectations about deal size, probability...
Opportunity Assessment – Part 2

Opportunity Assessment – Part 2

Agreement to pursue between the manager and seller. With that agreement, the manager is then in a position to assign the appropriate milestone, or stage, for the opportunity based on objectivity, not the subjectivity of a seller. Conducting high quality Opportunity...