8. ...in order for the
opportunity to be
promoted to the
next stage
9. Examples of
Customer Focused Criteria Include:
Salesperson… Customer…
Sends information to customer Agrees to meeting to review materials
Identifies a business need of the customer Acknowledges the need
Qualifies timing of the opportunity States how they’ll make a decision and by what date
Creates interest in the proposed solution Agrees to follow-on presentation on specific date