Insight for Sales Strategy also evaluates the risks involved in the sale, both for the buyer and for the seller. The market, the product, the technology, the price, and the competition all suggest factors that could help or hinder the sale. Insight for Sales Strategy looks for real benefits of the sale to both the buyer and the seller. Both personal and corporate rewards may influence the decision and timing of the close. Roadblocks are also evaluated.
Roadblocks can be anything that stands in the way or delays the sale.
Insight for Sales Strategy evaluates the profile of each account against an expert system knowledge base of proven sales methodologies. Characteristics of the profile that suggest risks are marked with Red Flags and reduce the potential to close. The sales professional can find suggestions for actions to improve the profile and the forecast. Objections and unforseen dangers are pointed out before they can jeopardize the sale. Red Flags indicate issues that pose risk.