You are using the Sales Qualification Checklist to assess the quality of your sales opportunities.
Which question on the checklist helps you determine the Basis of Decision?
A.
Are we talking to the decision maker?
B.
Do we fully understand the customer’s business and IT objectives for this project?
C.
Have we discussed the level of investment required by the customer?
D.
Do we fully understand the criteria the customer will use to make their final choice?