It is important to have a process for evaluating your sales opportunities to make sure that you have a clear idea of where you are in the process, where you stand versus your competition, and are able to determine logical next steps that can help you to close sales. There are a number of companies that have developed sales methodologies which include frameworks for evaluating your sales opportunities. The Miller-Heiman Blue Sheet Analysis is particularly well-suited to large complex sales and can be quite illuminating to the uninitiated. A SWOT analysis, (Strengths, Weaknesses, Opportunities, and Threats) is another effective methodology for analyzing an individual sale, a product, or entire company.
We can work with you to help you to find the right approach for you.