Major Opportunity Profile
- Customer Name, Address, phone number, fax number
- Customer/prospect information
- What is their business?
- What are their major business goals
- What do they perceive as the major obstacles to achieving these goals?
- Description of organization
- Key decision maker (what are his/her personal business goals?)
- Other decision makers
- Key recommenders
- Other recommenders
- Inside sales sponsor or coach
- Who has been contacted, when, with what results?
- Describe applications and how they relate to business objectives
- Cost justification/return on investment
- Is funding available now - if not now, when?
- What is our solution?
- Product description
- Key features
- Customer perceived benefits
- Describe competition
- Who
- Their strengths/weaknesses
- Our strengths/weaknesses
- What exclusive features/benefits can we offer?
- Does the customer/prospect agree that these are exclusives and that they are required?
- What are the competitor's exclusives?
- What are our answers to these?
- What is the current status of the opportunity?
- Agree on need
- Money available
- Agree our solution will solve the problem
- Field narrowed down to three or fewer competitors
- Decision within six months
- Decision within 90 days
- Order this month
- What else do we need to do to win
- Action items
- Resources needed