Opportunity Management

Fragmented opportunity management process with inconsistent data captured leading to unpredictable sales forecasting and pipeline visibility issues.


Solutions

  • Implemented sales qualification methodology like MEDDIC, MEDDPICC

  • Redesigned opportunity lifecycle with standardised stage progression criteria and mandatory data points

  • Guided selling with dynamic next steps based on opportunity characteristics


Value delivered

  • Improved forecast accuracy

  • Reduced sales administrative time

  • Improved executive confidence in pipeline reporting

  • Improved proactive identification of at-risk opportunities

Next

D&B Integration