Another month is flying by! ?
If you’re heading into QBRs or prepping 1:1s, here’s a quick gut-check: Are you inspecting what you expect?
Use this IMPACT framework to qualify deals, save at-risk opportunities, and sharpen 1:1 deal coaching.
? Issue, Implications & Influence- What are the customer’s top challenges?- How do these issues impact the company and key stakeholders?- What internal or external factors (e.g., leadership changes, market shifts) could influence the challenges?
? Money & Metrics
– Is there an allocated budget to solve the problem?
– What KPIs or business metrics justify the investment?
? Processes, Parameters & Priorities
– What are the formal and informal decision-making processes?
– What criteria determine prioritization?
? Approver & Access to Decision
-Makers- Who makes the final decision?- Do you have direct access to all key stakeholders?
⚖️ Competition, Champion, Coach & Consequences of Inaction
– Who are your competitors, including the risk of doing nothing?
– Do you have a champion inside the company?
– Is there a coach who can help you navigate the internal process?
⏳ Timing & Timeframe
– What’s the decision-making timeline?
– Why is this issue urgent (or not)?
? Let’s be real – keeping track of all these questions on the spot is tough.
That’s where SAM comes in. It automates meeting prep, recording, analysis and coaching, so you never miss a key question or insight.
? Close more deals with clarity.ost over! ? Are You Inspecting What You Expect?
Use this IMPACT framework to qualify deals, save at-risk opportunities, and sharpen 1:1 deal coaching.
? Issue, Implications & Influence- What are the customer’s top challenges?- How do these issues impact the company and key stakeholders?- What internal or external factors (e.g., leadership changes, market shifts) could influence the challenges?
? Money & Metrics
– Is there an allocated budget to solve the problem?
– What KPIs or business metrics justify the investment?
? Processes, Parameters & Priorities
– What are the formal and informal decision-making processes?
– What criteria determine prioritization?
? Approver & Access to Decision
-Makers- Who makes the final decision?- Do you have direct access to all key stakeholders?
⚖️ Competition, Champion, Coach & Consequences of Inaction
– Who are your competitors, including the risk of doing nothing?
– Do you have a champion inside the company?
– Is there a coach who can help you navigate the internal process?
⏳ Timing & Timeframe
– What’s the decision-making timeline?
– Why is this issue urgent (or not)?
? Let’s be real – keeping track of all these questions on the spot is tough.
That’s where SAM comes in. It automates meeting prep, recording, analysis and coaching, so you never miss a key question or insight.
? Close more deals with clarity.
? Subscribe: Get weekly quota-crushing strategies and techniques
? Follow: SAM on LinkedIn
? Request Demo: See SAM in action
? Connect: With Roger on LinkedIn
