You are Currently at . You have completed tasks in this stage but have yet to complete –  .

Value Discovery

What is their stated Need or Pain? 

How does this impact the business ?

Do we have metrics to support the case for change?


Do they have access to Budget?

As you presented price what was the reaction?


Are you ahead, level or behind the competition


Is your champion advocating for you? Did you deliver a compelling demo, and is your Corporate fit good? 

Own it together

Are the Champion and Power working with you to bring the deal to a successful conclusion? Is this sentiment improving or falling away over time?

Reach out to Power

Have you identified the Decision maker(s) and signer?  Are they engaged and are they positive towards your offering ? 

You understand the buying process

What are the criteria for selection? What is the process for selection? 

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