Framework

Sales Opportunity Coaching

Assess a live opportunity across the qualification perspectives that predict whether it closes. Each level describes what is verifiably true of the deal, not how confident the seller feels.

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8 axes · scale 1–5

Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- No business pain has been articulated; we are describing our product rather than their problem.
- A general need is stated by one contact, unquantified and with no date attached.
- The pain is described in the customer's own words by more than one contact.
- The customer has quantified the pain in money or time and stated the consequence of doing nothing.
- The customer has a funded, dated internal initiative to fix this pain.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- The economic buyer has not been identified.
- The economic buyer is named, but we have had no contact with them.
- We have met the economic buyer at least once, introduced by our contact.
- The economic buyer has confirmed budget to us directly and stated their own success criteria.
- The economic buyer meets us on a recurring cadence and has personally sponsored the initiative internally.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- We do not know how a purchase of this size gets approved here.
- The approval steps are assumed from previous deals, not confirmed by this customer.
- The customer has walked us through the approval steps and named the bodies involved.
- Each step has a date confirmed by the customer, held in writing.
- A mutual close plan is signed off by the customer and tracked jointly against its dates.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- No criteria are known; we are presenting our standard capability set.
- Criteria are inferred from the RFP or from what our contact personally likes.
- The customer has stated their criteria and how they weight them against each other.
- We have influenced at least one criterion to reflect our differentiation, confirmed in writing.
- The documented criteria map to capabilities where we are demonstrably strongest, and the buyer has verified that mapping.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- No one inside the account advocates for us.
- We have a friendly contact who shares information but takes no personal risk for us.
- A contact actively argues our case in meetings we do not attend.
- The champion has been tested: they delivered access or information at some cost to themselves.
- The champion has power, is measured on this outcome, and is coordinating their own stakeholders on our behalf.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- We do not know who else is in the deal, including whether "do nothing" is the front-runner.
- Competitors are named, but we cannot state how the customer sees them.
- We know each alternative's position and the customer's perception of its strengths.
- A differentiation story exists per competitor, has been delivered, and the buyer has acknowledged it.
- The customer's own criteria and process now disadvantage the alternatives.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- No numbers have been exchanged; the conversation is about features and price.
- We have produced a value estimate built on our own assumptions.
- The customer has supplied the inputs to the value model.
- The customer's finance function has reviewed and accepted the business case.
- The business case is the customer's own document, presented internally by them without us present.
Dimension
Radar label
18 characters max
Description
The ladder — lowest rung first
- Commercial and legal steps are unknown.
- We know which team owns procurement, but there is no timeline.
- Legal, security and procurement reviews are scheduled with named owners.
- Redlines and security review are complete; only signature remains.
- Terms are agreed in writing, and the signature path and date are confirmed.

Sales Opportunity Coaching

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