Recording meetings and emails without verifying if they achieved a "Win-Result" for the customer. Related Tools and Resources
The specific business results and personal "wins" required by each buying influence to move forward.
| | Field | **Description” | |-------------|--------------------|------------------------| | Customer | Goal 1 | Customer's Strategic Goal| | Business | Challenge 1 | Customer's Challenge | | SWOT | Strength 1 | Company Strength | | Key Players | Name | Stakeholder Name | | Strategies | Goal | Objective |
Focusing only on a friendly "Coach" while neglecting the Economic or Technical Buyers.