PRIME Action Categories

Opportunity Manager has five 'PRIME Action' categories.

Each of the actions you add to an opportunity belongs to one of these categories.

You select the category when you create the action. These categories are:

 

'Prove your value' actions have the following purpose:

  • Demonstrate how your solution addresses or accelerates the customer’s compelling event
  • Prove your ability to deliver unique business value
  • Confirm the value you have delivered to this customer in the past
  • Address the business and personal agendas of the key players

'Retrieve missing information' actions have the following purpose:

  • Question your supporters and mentors in the customer organization
  • Use your peers, your network and your sales team
  • Involve business partners and consultants
  • Access publicly available information

'Insulate against competition' actions have the following purpose:

  • Connect your solution to the personal agenda of key players
  • Broaden your support inside the organization
  • Leverage your relationships with key players to other areas within the organization
  • Test your plan with your supporters and mentors

'Minimize your weaknesses' actions have the following purpose:

  • Test your weaknesses against the customer’s formal and informal decision criteria
  • Determine how to influence the weight and ranking of each criterion to your advantage
  • Utilize business partners and alliances to enhance your solution
  • Validate your weaknesses with your mentors and supporters to understand their impact

'Emphasize your strengths' actions have the following purpose:

  • Test your strengths against the customer’s formal and informal decision criteria
  • Compare your strengths to alternative solutions (internal and external)
  • Embed your strengths within the customer’s formal and informal decision criteria
  • Validate your strengths with your mentors and supporters