first_imgIt is critical that you review your opportunities to explore how you win and address how you might lose. An opportunity review can feel like an unnecessary update when done poorly, creating no value as it pertains to forecasting the deal, improving the strategy, or increasing your odds of winning. Here are 31 questions that will improve your opportunity reviews.What is compelling the client to pursue this initiative? Why do they want this deal?What have they done this before and what challenges would cause them to do something different now?What is the strategic outcome they are trying to obtain with this initiative?Why are they engaged with us now?In what stage of the sales process are you?What’s the next action you need to take to move the deal forward in a way that moves them closer to choosing us?Who owns the initiative on the client’s side? Who is going to sponsor this project?Who has the most to gain or lose from the success of this deal and why?What are the implications of this initiative failing?What is the date the client needs this to start?Who is on the decision-making committee?Which of the stakeholders on the decision-making committee have you met with?What does success look like for them?Whose support do you have now and whose support do you believe you still need to acquire?Is this a purchasing-driven decision or is it being driven by a business owner?Who is the executive sponsor?If it is a purchasing-driven project, what have you done to communicate our involvement with the person who likely owns the project? Do we know someone we can influence?What have you done to create a preference to work with us on this deal?What is our competitive advantage on this project? Why us?Who else are they considering?Have you expanded the opportunity by engaging a subject matter expert who might reshape it in a way that provides us with a competitive advantage?What level of value will this deal create for them? If not’s Level 4, strategic, how do you create greater value?Have the contacts making this decision and their team collaborated on the solution with you, or are we providing a solution without their having already agreed it is the right answer?What do we still need to know to be able to improve our chances of winning?Are there stakeholders who oppose the initiative or our involvement?What do we owe the contacts that are making this decision to ensure they have what they need to properly evaluate our offering against any and all competitors.What have you done to position the investment they need to make to produce the results they need?What might cause the client to choose someone else for this project and what should we be doing about it now?What can we do now to mitigate or prevent losing this deal?  Do we have any relationships that we can leverage to improve our position?What change might we make to improve our odds of winning now?You don’t need to ask or answer all these questions, yet asking them will provide you with follow up questions. If you want to make opportunity reviews valuable, improving your line of questions is the best place to start. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Nowlast_img

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first_imgDAMBULLA, Sri Lanka (CMC): Off-spinner Rahkeem Cornwall made key strikes to limit Sri Lanka A after West Indies A’s batting collapsed, but the hosts held the edge heading into today’s final day of the third and final four-day Test here. Sri Lanka ended day three of the contest at the Rangiri Dambulla International Stadium yesterday on 211 for five in their second innings – already 286 runs ahead. Asela Gunaratne top-scored with 69, Sandun Weerakkody struck 48, while Roshen Silva was unbeaten on 29 at the close. Cornwall, the mainstay of the visitors’ attack during the series, claimed four for 62 to take his tally of wickets for the three-match series to 20. Earlier, West Indies A surrendered their last six wickets for 60 runs to be dismissed for 243 in their first innings and concede a lead of 75 runs. Resuming on 183 for four, they lost their captain Shamarh Brooks for 54 after he had added just 11 runs to his overnight 43, while Cornwall chimed in with 25. Seamer Kasun Madushanka (3-45) and left-arm spinner Lakshan Sandakan (3-54) both claimed three wickets apiece, while pacer Lahiru Gamage ended with two for 50. West Indies A were set back early when Brooks perished in the day’s fifth over with the score on 199, after facing 100 deliveries and striking seven fours. His demise triggered a slide from which the visitors never recovered as the last five wickets went down for the addition of just 32 runs. The only batsman to show resistance was Cornwall, who punched two fours and a six in a busy 30-ball knock. Batting a second time, Sri Lanka were handed a robust start by Weerakkody and Kusal Perera, who put on a brisk 67 off 62 deliveries. Weerakkody faced just 36 balls and struck seven fours, while Perera hit a single four in 31 balls at the crease before he departed to a catch at the wicket off Cornwall. In the bowler’s next over, with five runs added, Weerakkody followed via the leg before wicket, but top-scorer Gunaratne then led a recovery by anchoring two half-century partnerships. The 30-year-old right-hander put on 58 for the third wicket with captain Lahiru Thirimanne, who made 27 off 76 deliveries before adding a further 51 for the fifth wicket with Silva. Gunaratne faced 126 deliveries and struck ten boundaries before falling about 40 minutes before the close to a catch at the wicket off seamer Keon Joseph. ROBUST STARTlast_img

first_img0Shares0000Bayern Munich’s Polish forward Robert Lewandowski, the top-scorer in the Bundesliga last season, reportedly wants to leave to seek a ‘new challenge’. © AFP / Christof STACHEBERLIN, Germany, May 30 – Bayern Munich’s star striker Robert Lewandowski wants to leave the Bundesliga club this summer to seek “a new challenge”, his agent told Sport Bild on Wednesday.“Robert feels that he needs a change and a new challenge in his career,” Pini Zahavi told the weekly. “The managers of Bayern know about it.”Lewandowski, 29, whose Bayern contract runs until 2021, has been linked with Real Madrid while Qatari-backed Paris Saint-Germain and Premier League giants Chelsea and Manchester United are also understood to be interested.“I want to focus on preparing for the World Cup, I’m not thinking about club matters, I have a manager for that,” Lewandowski told reporters in the mountain resort of Arlamow, where the Polish team is preparing for the World Cup.He was the Bundesliga’s top scorer in the just-completed season with 29 goals, the third time he has won the trophy after success in 2015/16, also with Bayern, and 2013/14 while at ex-club Borussia Dortmund.In late February, the Poland international parted ways with his previous agent of 10 years, Cezary Kucharski, and signed up with Zahavi, one of the most powerful agents in world football.Zahavi said that “Robert’s motivations are not money or a specific club, because almost all top clubs would like to sign up the world’s best striker.”He said he hoped Bayern president Uli Hoeness and CEO Karl-Heinz Rummenigge would understand the player’s position.“Everyone in the Bayern club leadership has their own great career to look back on. They should understand his situation,” he told Sport Bild.However, Bayern’s bosses have made it clear that Lewandowski will play for them next season.Rummenigge told Kicker magazine earlier this month that Bayern fans “do not have to worry about Robert Lewandowski and the relationship with Bayern… We have a very good one.”“We know what we have in him and I’m very happy that we still have such a long-term contract,” added Rummenigge.“There’s no need to worry, he’ll play here in Munich again next year.”Magazine Kicker also pointed out that Bayern’s senior bosses have repeatedly informed Lewandowski that there is no possibility of leaving before his contract expires.0Shares0000(Visited 1 times, 1 visits today)last_img

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