2. Qualify deals
Eleanor Grainge avatar
Written by Eleanor Grainge
Updated over a week ago

By now you will have a list of public sector buyers that you want to dive deeper into - if not, check out this guide on monitoring key account activity in Stotles then repeat step 1.

To generate a list of potential future opportunities with buyers in your key account lists, start in the default Upcoming contract expiries procurement notices view then use Filters > Saved buyers to refine results to those published by buyers in your key account list. Learn more about how to save this view and get notified of new updates.

The definition of a “qualified opportunity” can differ from business to business; but we’ve included some common qualification questions that you can ask yourself to decide whether this an opportunity you should target:

  • What is the value of the current contract award, or what has the buyer spent on similar awards? Does this align with pricing for your products / services?

  • When is the existing contract due to expire, and does this leave you enough time to pre-engage with key decision-makers?

  • Is there any evidence of an existing relationship between your company and the buyer that could create a warm introduction?

  • Who is the incumbent supplier for your product / service, and how long have they worked with the buyer?

  • Is there any evidence of your competitors having worked with the buyer previously? If so, is this a competitor you have a strong proposition against or should this be a reason to disqualify a buyer?

  • Is there any evidence of previous connections with your partner network that could be leveraged for an introduction?

Stotles buyer profiles can help to answer a lot of these questions; learn more about how you can use buyer profiles for data-driven insights.

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