SALES COMPASS®
DEAL MOMENTUM AUDIT & DIAGNOSIS
Ground Your Audit
Think of a specific enterprise deal. High-accuracy results require specific deal context.
C
CLIENT
Decision Unit Clarity
- ✓ Direct contact established with the Economic Buyer.
- ✓ Internal Champion actively sharing strategy/intel.
- ✓ Consensus alignment among all key stakeholders.
O
ORIGIN
Problem & Cause Alignment
- ✓ Root cause co-validated and agreed upon by the client.
- ✓ Client has labeled this a “Top 3 Priority”.
- ✓ Financial impact of current state is documented.
M
MOTIVATION
Sense of Urgency
- ✓ Documented “Cost of Inaction” presented/accepted.
- ✓ A hard external deadline is driving the decision.
- ✓ Client views “no change” as the higher risk.
P
PARTNER
Advisor Positioning
- ✓ Client specified your unique value over competitors.
- ✓ Relationship is advisory (they ask for your opinion).
- ✓ Authority established via relevant Social Proof.
A
ACTION PLAN
Path Clarity
- ✓ Formal Mutual Action Plan exists and is shared.
- ✓ Procurement and Legal steps are defined and dated.
- ✓ Next step is explicitly booked on the calendar.
S
SUCCESS
ROI Validation
- ✓ Specific KPIs for success documented and signed-off.
- ✓ Vision of “future state” established with team.
- ✓ ROI model co-authored with the client finance team.
S
PRIDE
Emotional Buy-in
- ✓ Buyer feels this reflects well on their leadership.
- ✓ Buyer can easily justify this using simple logic.
- ✓ Partnership language used in all communications.
Acme Deal
0
Score / 35
Score
Critical Diagnosis
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