A meta-process that can be scaled and overlaid on any sale, and. is particularly relevant to the complex or enterprise sales pipeline.

If stages of your own process/pipeline state, "present," "negotiate," "prove, " and 'close" (instead of words such as "evidence," "financial impact," "criteria," and "consensus" it's likely the focus of the process is misplaced and hardly customer-focused.

Example: to identify long-term drivers go the customers web site and read the corporate mission statements and for short-term drivers, read the CEO's message in the most recent annual report.