A Quick Guide to Opportunity Scoring
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Opportunity Scoring by Richard Young @Richard_Y
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By using effective opportunity scoring your organization can target the deals that you should be working on. You can guide your sales people and ensure they invest their time in the right opportunities.
Transcript of A Quick Guide to Opportunity Scoring
Opportunity Scoringby Richard Young
@Richard_Y
www.pipelinersales.com
Richard Young – Pipeliner CRM
OPPORTUNITY SCORING:
By scoring opportunities we can:
Concentrate on the Opportunities that matter.
Improve your win ratios.
Increase accuracy of your forecasting.
Enable sales managers to offer targeted coaching.
www.pipelinersales.com
Richard Young – Pipeliner CRM
What Should We Consider?
What does your “Ideal” customer look like?
What do your most profitable deals have in common?
Define your triggers.
www.pipelinersales.com
Richard Young – Pipeliner CRM
COMPANY SIZE
Revenue
Employees
Market Share
www.pipelinersales.com
Richard Young – Pipeliner CRM
INDUSTRY
Technology
Manufacturing
Financial Services
www.pipelinersales.com
Richard Young – Pipeliner CRM
BUSINESS GOALS
What are they looking to achieve?
Clearly defined idea
By understanding the business goals we can understand the investment climate
www.pipelinersales.com
Richard Young – Pipeliner CRM
READINESS
Are the RIGHT people feeling the pain?
Are they able to commit the resources to make it happen?
How long has the issue existed and how much has it cost them?
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Richard Young – Pipeliner CRM
COMPELLING EVENT
Is there something (on their side) which will force them to make a decision?
Corporate Takeover
New Product
Competition
www.pipelinersales.com
Richard Young – Pipeliner CRM
PROFESSIONAL APPROACH
They understand what we offer and plan accordingly.
Project Team in place
People who actively WANT the system
Understand the value of professional services
www.pipelinersales.com
Richard Young – Pipeliner CRM
DECISION MAKER
Use lower level employees to validate information. However, ultimately you need to be speaking with the decision maker to be able to sell.
www.pipelinersales.com
Richard Young – Pipeliner CRM
Example scoring.
You can also get more complex by applying “weights” to different attributes e.g. a particular attribute is worth more,.
OPPORTUNITY SCORING:
Attribute Score
Company Size
<5 Emps: 0 5-10 Emps: 5 10-50: 10 50-200: 15
Industry Tech: 10 Manufacturing: 10 Financial Services: 10 Hotels & Tourism: 5 Business Goals CRM: 10 SFA: 15 CM: 5 CS: 0Readiness Low: 2 Mid: 5 High: 10Compelling Event Y< 3 Month: 20 Y <6 Months: 10 Y>6 Months: 5 N: 0Professional Approach Y: 10 N: 0Decision Maker Y: 20 N: 0
www.pipelinersales.com
Richard Young – Pipeliner CRM
Visit www.Pipelinersales.com
Download your free 30 day trial
Start your Sales Enablement Program Today!
Richard Young
[email protected]: @Richard_Y
