Their forecast always looked strong but in the final days of each quarter their deals would collapse by about 50%.

The result? They ended up delivering just 30% of their target.

Not once. Not twice. This happened quarter after quarter.

After seeing this pattern repeat across several quarters, their leadership team reached the breaking point.

As we dug deeper in our discussion, we discovered the root cause wasn’t just forecasting. It was the quality of their deal qualification process.

The solution didn’t involve pushing harder. Instead, we designed a simple, memorable deal qualification methodology: VIBGYOR (yes, like the rainbow). This framework transformed their approach to qualifying opportunities:

• V – Value: What measurable and monetizable value are you creating for your customer?
• I – Impetus: What’s driving urgency in the customer’s decision process?
• B – Budget: Is there a clear financial commitment from the customer?
• G – Growth: Does this opportunity enhance the customer’s growth trajectory?
• Y – Your organization: Why your company specifically? What makes you uniquely positioned?
• O – Obstacles: What potential roadblocks might impede the deal’s progress?
• R – Relationships: Do you have the right stakeholder relationships at multiple levels?

The impact has been remarkable. They bought our methodology to implement worldwide, and it now filters close to about three billion dollars in opportunities across the globe.

In fact, this particular organization has grown by leaps and bounds. Our contact has got promoted a couple of times within the organization. They are on the cusp of an IPO possibly coming out in the next fiscal.

These are the kinds of results that we could go ahead and deliver where this framework can be brought in to strengthen the core of deal qualification within your organization.

By improving your deal qualification process, you can amplify your success with your pipeline, improving your velocity as well as your win rates.

Looking forward to helping you win more.

*** 

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