Sales Opportunity Coaching
Contoso Energy — Platform Renewal
Three-year renewal plus expansion into their Nordic operating companies. Competitive re-tender.
Comparison
- Pre-close15 Jul 2026
- Mid-quarter12 May 2026
- Kickoff review4 Mar 2026
Hover or tab to a dimension to read its statement at each round.
What the next rung asks for
Weakest dimensions · Pre-close
- Commercial & Paper Process34
Redlines and security review are complete; only signature remains.
- Business Pain45
The customer has a funded, dated internal initiative to fix this pain.
Ask to see the initiative's name and its owner — a funded programme has both.
- Economic Buyer45
The economic buyer meets us on a recurring cadence and has personally sponsored the initiative internally.
Scores
Movement is measured from Kickoff review to Pre-close.
| Dimension | Pre-close | Mid-quarter | Kickoff review | Move |
|---|---|---|---|---|
| Business Pain | 4/5 | 3/5 | 2/5 | +2 |
| Economic Buyer | 4/5 | 2/5 | 1/5 | +3 |
| Decision Process | 4/5 | 3/5 | 1/5 | +3 |
| Decision Criteria | 4/5 | 3/5 | 2/5 | +2 |
| Champion | 5/5 | 4/5 | 2/5 | +3 |
| Competitive Position | 4/5 | 3/5 | 1/5 | +3 |
| Value & Business Case | 5/5 | 2/5 | 1/5 | +4 |
| Commercial & Paper Process | 3/5 | 2/5 | 1/5 | +2 |