Qualified Deals: do you have any??

Qualified Deals: do you have any?? Answer these questions and find out.

• What is the business pain the prospect is experiencing – in their language?
• How is the project need defined by the prospect and can we address it?
• Does the project have both a name and a budget?
• What is the time frame for a decision AND for a completed implementation?
• Who are the members and their roles on the decision making team?
• What are the criteria for each member of the decision making team?
• When do they expect a completed proposal?
• Who else are they talking to and how likely is it that we will make the shortlist?


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