Step 4

Buying process - Evaluate Options
Selling process - Articulate capabilities and qualify the opportunity.

After building the vision, we can finally start speaking about our products!
We will need to move from the business conversations to IT speak, and in doing this; we will design a draft proposal.
This gets put in front of our decision maker and we will get the go-ahead to move on to actually doing the serious work in step 5.
At the end of this step we need some real commitment, as we will now have to justify this to our departments and sales managers.
This is where we QUALIFY the opportunity.