The biggest risk for a sales rep is a prospect whose business hasn’t changed at all. A practical 3D business analysis model helps reps identify exactly how much change is happening in a prospect’s world, and where the strongest opportunities are hiding.
Reps score key business elements on a scale of zero to ten based on how much change they’ve seen. A total score below 40 signals a need for more research, while a score above 40 points to real shifts worth focusing on. In a real example, a pizza restaurant chain scored 43 overall, with revenue and technology scoring highest, making those areas the clear focus for a sales pitch. Whether a prospect views that change as an opportunity or a threat, positioning a solution as the guide through that shift creates a path to win either way.
Most useful for SDRs, BDRs, account executives, and sales managers looking to prioritize prospects and focus their pitch on what matters most.
