Metrics - measure the potential gain leading to the economic benefit of our solution vs. competition/current state

Economic Buyer - identify and meet the person who has the authority to release funds to purchase

Decision Criteria - know and influence the criteria defined by the client to make purchase decision

Decision Process - know and influence the process defined by the client to make purchase decision

Paper Process - understand how the customer place as purchase order and steps required for approvals

Identify Pain - identify and analyze the pains which our solution uniquely solves

Competition - Understand who you are competing with, their strategy, their strength, weaknesses, and their champion

Champion - Identify, qualify, develop, and test our champion/sponsor