Deal Scoring Instruction

Rob Malec

Course curriculum

  1. 1

    • 1 - Deal Scoring Introduction
  2. 2

    • 2. Decision Making - Define Budget
  3. 3

    • 3. Decision Making - IT Buyers Identified and Accessed
  4. 4

    • 4. Decision Making - Champion Identified and Accessed
  5. 5

    • 5 - Decision Making - Workflow Buyers Identified and Accessed
  6. 6

    • 6 - Decision Making - Economic Buyer Identified and Accessed
  7. 7

    • 7 - Deal Scoring - Buying Motives - Pains
  8. 8

    • 8 - Deal Scoring - Buying Motives - Gains Identified
  9. 9

    • 9. Buying Motives-Value Drivers
  10. 10

    • 10. Deal Scoring – Buying Motives – Implementation Path
  11. 11

    • 11. Deal Scoring - Buying Motives - Buyer Ratings Identified
  12. 12

    • 12. Deal Scoring - Momentum - Defined Buying Process
  13. 13

    • 13. Deal Scoring-Momentum-Competitive Advantage
  14. 14

    • 14. Deal Scoring – Momentum – Responsiveness
  15. 15

    • 15. Deal Scoring – Momentum – Defined Purchased Time Line
  16. 16

    • 16. Deal Scoring – Momentum – Defined Purchase Scope
  17. 17

    • 17. Deal Scoring – Circumstances – Circumstances Working against Me
  18. 18

    • 18. Deal Scoring – Circumstances – Circumstances Working in My Favour in This Deal
  19. 19

    • 19 - Deal Scoring - Circumstances - My Strategy