Infographic: Sales Opportunity Qualification & The 6 Elements That Must Be Evaluated
Effective qualification of a sales opportunity must rely on much more than the old school B.A.N.T. / budget – authority – need – timeline criteria. Instead, sales reps must dig deeper to uncover elements such as organizational alignment, business goals, and the motivations of the 5.4 + stakeholders who will likely be involved in making a decision. They must move away from the traditional mindset of looking at one-dimensional elements such as budget and timeline, and start examining less overt elements that could potentially derail an opportunity.
This infographic provides an overview of six critical elements which must be evaluated when managing a sales opportunity.