What challenges exist for a Strong and Predictable pipeline?

Click yes on what you see as a challenge.

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Trust in the pipeline

Yes
Yes
No
No

As a customer would a sales person be able to predict if…

Articulate

Articulate

a sales person understood and could articulate your situation better? 

No, I would continue to have loyalty to my existing supplier.

Yes
Yes
No
No

Success

Success

a sales person was aligned on what success looks like and who could deliver that success for you?

No, I would not share with a sales person, particularly if I thought they would use it against me.

Yes
Yes
No
No

Roadblocks

Roadblocks

a sales person understands and helps you with any roadblocks you may face?

No, I would judge everything on its merits and try to have a standard set of specifications.

Yes
Yes
No
No

Progression of Opportunities

Yes
Yes
No
No

As a customer would it help progress through the buying process if…

Access

Access

you can trust the sales person to effectively help other people impacted by the purchasing decision experience success? 

No, I prefer sales people give me the full list of features.

Yes
Yes
No
No

Value

Value

you feel confident it will help you achieve the outcome you wanted?

No, I will listen to them on their merits regardless of how I feel about the person.

Yes
Yes
No
No

Action Plan

Action Plan

a sales person understood and respected the actions and approvals that are required to move forward?

No, I would prefer they didn’t try to understand what success looks like for me.

Yes
Yes
No
No

Accurately Predicting Closes.

Yes
Yes
No
No

As a customer would a sales person know when you are going to buy if…

Drivers

Drivers

a sales person has understood what is truly important to you and can meet that?

No, I will develop the list of requirements and actions and then go out to market.

Yes
Yes
No
No

Value

Value

you knew and agreed with a sales person how that option will make your situation significantly better?

No, I appreciate sales people trying to push a sale on to me, even if I will never buy.

Yes
Yes
No
No

Approvals

Approvals

a sales person understood, respected and supported the approvals you required?

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No

Quantity of Opportunities.

Yes
Yes
No
No

As a customer would you be open to engaging with a sales person if…

Open

Open

you felt the sales person was actively listening to you and showed you they understand?

No, I expect sales people to have the expertise and convince me of the value of their product.

Yes
Yes
No
No

Awareness

Awareness

if you can understand better how a sales’ person offering would specifically help you?

No, I appreciate when sales people tell me features of their product and I make up my own mind.

Yes
Yes
No
No

Time

Time

a sales person was able to quickly identify whether they can help you with your priorities? 

No, I expect sales people to only work with me when I have a budget approved and know what the solution is.

Yes
Yes
No
No

Poorly Qualified Opportunities.

Yes
Yes
No
No

As a customer would a sales person know you are serious if…

Right People

Right People

a sales person respected and supported you and at the same time appreciate what authority you had in the buying decision?

No, it is not the responsibility of a sales person to understand that.

Yes
Yes
No
No

Funds

Funds

a sales person respected the amount of funds you had available to invest to achieve that outcome?

No, I don’t think it impacts.

Yes
Yes
No
No

Value

Value

a sales person that can help you clearly articulate that value from your perspective?

No, I don’t like feeling pressured even when i know I should make the decision.

Yes
Yes
No
No

Complexity of Opportunities

Yes
Yes
No
No

As a customer buying a complex solution would it help if…

Buy-In

Buy-In

a sales person can engage and respect each person and team and help them achieve success in their own right?

No, I would rather they tell me what and get on with it.

Yes
Yes
No
No

Authority

Authority

a sales person can effectively identify and engage with the person that does have authority so you can achieve the outcome you want?

No, I would rather they just tell me about the features and benefits and I make up my own mind.

Yes
Yes
No
No

Budget

Budget

a sales person recognises who owns the budget and you can trust they can engage with that person to get the budget signed off?

No, I understand sales people earn a living telling me what they have.

Yes
Yes
No
No
How did you go?
Yes

Will Customer Intimacy help your business success?

Clicked Yes on any? Do your sales people behave like this? Not Sure?

Quick Check?

X

No

Unlikely Customer Intimacy will help your business?

If you clicked no on the capabilities, is just means customer intimacy may not help have a stronger and more predictable pipeline.

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