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Sales Pipeline Hygiene: Are we making progress? Ask SCOTSMAN

6/16/2014

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There is NO silver medal in sales! The winner takes it ALL. So I want to know my chances of winning quickly . Over the years, I've learned a technique that maximizes my chances of winning.. that I'd like to share with you.
It all comes down to SCOTSMAN:
Solution - Can we technically / physically meet the need?
Competition - Who is our real competition? Is it internal politics or an incumbent? Does my competition have an unfair advantage against me?
Only Me - what does the client perceive is unique about us?
Timescales - Is it too near or far for us to be involved now? Why will they buy from us now? What's the Compelling Reason to Act (CRA)?
Size - to small or to large to be viable for us? Can we handle this alone? Should we partner, or go alone? 
Money - do they have sufficient real, spendable budget? When is the last time they spent money on something like you are selling to them? 
Authority - what is the decision making process? Who is the influencer and who is the nay sayer? Who's opinion matters? Who does the main budget holder like? 
Need - What are they looking to achieve? What is the cost of NOT doing anything


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    NOTE: The learnings from this blog site are not a substitute for a training course; training courses are not a substitute for working together in the field. If the content here resonates and you want to explore further, give me a call.

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