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  • Win Strategy Tool

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    Sanoj Elayidom
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    This document provides a job aid with questions to consider when developing a strategy to win a deal or opportunity. It includes questions about the deal name, trigger event, lead source, compelling date, whether selling capacity or capability, cost justification, competitors, differentiating factors, what the buying decision team agrees and disagrees on, lessons from previous wins and losses, budget, understanding the problem from the customer's perspective, competing priorities, risks, and properly framing the problem being solved. The final sections provide areas for next steps and actions.

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    This document provides a job aid with questions to consider when developing a strategy to win a deal or opportunity. It includes questions about the deal name, trigger event, lead source, compelling date, whether selling capacity or capability, cost justification, competitors, differentiating factors, what the buying decision team agrees and disagrees on, lessons from previous wins and losses, budget, understanding the problem from the customer's perspective, competing priorities, risks, and properly framing the problem being solved. The final sections provide areas for next steps and actions.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as docx, pdf, or txt
    18 views1 page

    Win Strategy Tool

    Uploaded by

    Sanoj Elayidom
    This document provides a job aid with questions to consider when developing a strategy to win a deal or opportunity. It includes questions about the deal name, trigger event, lead source, compelling date, whether selling capacity or capability, cost justification, competitors, differentiating factors, what the buying decision team agrees and disagrees on, lessons from previous wins and losses, budget, understanding the problem from the customer's perspective, competing priorities, risks, and properly framing the problem being solved. The final sections provide areas for next steps and actions.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as docx, pdf, or txt
    of 1

    Win Strategy Job Aid

    Question Response
    1 Deal Name?
    2 Trigger Event?
    3 Lead Source?
    4 Compelling Event Date?
    5 Are We Selling Capacity or Capability?
    6 Do We Have a Cost Justification?
    7 Who Are the Competitors?
    8 Why Are We Better Than Each Competitor?
    9 What Does the Buying Decision Team Agree
    On?

    Question Response
    10 What Does the BDT Disagree On?
    11 Have we won a deal like this before? What
    were the critical success factors?
    12 Have we lost a deal like this before? What
    were the factors that contributed to the loss?
    13 What is the budget?
    14 Are we stuck in our own frame of mind for
    solving this problem?
    15 Have I the seller gotten an objective view of
    the problem?
    16 Are there competing priorities for this
    organization?
    17 What risk exist? (Talent, Operational, Financial,
    Execution)
    18 Properly frame the problem we are solving.

    Next Steps:

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