Judgement
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Description
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Relationship
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Do we have a strong relationship with this prospective client? Do they share information with us freely? Did our relationship start before this opportunity and will it extend beyond this sales opportunity?
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Momentum
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Does a decision that is favorable to our products and services have momentum with the prospective client's organization? Are people anticipating us?
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Alignment
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Is there an alignment between our organization and the prospect's organization? For example, are we a significant customer of theirs? Alignment must be both significant and material to have an impact. It is not "our style of business fits them" or "our guys get along with their guys".
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Dominance
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Do we have sales dominance in this situation? Is our sales approach all that it could be and all that the customer expects? Remember to rate this from the prospective customer's point of view.
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Politics
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Are there politics within the prospective customer's organization that are working in our favor? For example, if we are selling a software program that improves manufacturing productivity, is the IT department an active ally for our solution?
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