Underpinning the Deal Sheet approach is the B2B Buying process we developed at OISM.
This is shown in summary below and it helps to focus activities into the relevant stages of the prospects buying process… rather than try to get the prospect to try and fit with your sales process.
In the WHY BUY? process the client develops their business case to justify the change/investment and assigns the resources to make this happen
The SOLUTION? is concerned with the development of detailed requirements and the process of evaluation related to how they might deliver the change (eg make or buy)
At WHY YOU? the buyers look to see which suppliers are able to provide the chosen solution and select a provider with the best risk:reward balance for their needs.
These are the major issues captured in the qualification approach for Deal Sheet.