Stage View |
Demand Generation
Prospect
Qualify
Develop
Solution
Proof
Close
Deploy
Support
Establish and t...
Identify, meet,...
Confirm that po...
Identify proced...
Determine resou...
Evaluate and se...
Validate or neg...
Establish oppor...
Develop opportu...
Develop evaluat...
Validate evalua...
Propose evaluat...
Confirm verifia...
Key Step:
| Identify procedural buying process
Rationale:
| Understanding the customer’s procedural buying process early in the sales cycle enables the opportunity team to develop a strong evaluation plan helping the opportunity team avoid dealing with threatening “surprises” at the end of the sales process.
| Guidance:
The customer’s “procedural buying process” is composed of the internal procurement rules, regulations, and timelines that dictate the mechanics of how the customer budgets for and buys (e.g., fiscal year end, date budget needs to be spent by, expenditure approval process). Below is a useful set of questions and considerations for understanding the customer’s procedural buying process: Budgets Is there budget for the project? Alternatively, what budget would this project apply to? Is there money left in the budget or are funds available? How will you go about getting budget for this project? Are there any deadlines for spending the budget (Fiscal year end, end of quarter, etc.)? Contracts · Will contracts need to be signed? · What is contract review process and how long will it take? Who other than the power needs to be involved? · Is legal involved? Other What is the process for processing a Purchase Order? Are there any other events or restrictions that need to be considered before cutting a PO? Is there any other information you need from me as a vendor to process a transaction? Does your company have a ‘preferred vendor’ list that I would need to be on? Will terms of payment need to be negotiated?
Samples & Templates:
Documents for this Key Step include: |
Links: