Business Alignment

Business Alignment

The second stage is Business Alignment. This is where you must answer the question of “What will the prospect sell, to whom, via what channels?” You are still hosting discovery meetings that will finalize the Pain, if not already identified, and help you to understand the Metrics, Decision Criteria, Champion and Competition. 

Only Competition is flagged as a mandatory qualifier for Stage 2, which means you will be notified if you have not been able to identify and qualify before entering the next stage.

In the Business Alignment Stage, you will find the following qualifier(s):

M – Metrics

Dc – Decision Criteria

Ch – Champion

Co – Decision Process
This qualifier is a gate, meaning, as a guideline, you should not move into the next sales stage without completing this first.