Can you look in Salesforce right now and answer these very basic questions for the Accounts and open Opportunities?
- What is the overall account strategy?
- What is the customer’s buying and selection process?
- Are there any ‘Red Flags’ that can cause the opportunity not to close? If so, what is the mitigation plan for each?
- How do your products or solution match up with customer requirements?
- What are there initiatives (how can you build your pipeline)?
- What milestones have been completed in the opportunity?
- When was the last meaningful contact in the account?
- Are there any meetings scheduled?
- What has been discussed in the meetings?
- What was agreed upon?
- Who is the Decision Maker(s) and were they For (why are they For), Against (why are they Against) or Undecided?
- Who is our Champion and why?
- What has been the Role and Stance of everyone in the opportunity?
- What has been the level of Participation of the meeting attendees?
- Are there any Next Steps or Action Items assigned and to who?