Territory   vs   Major Account Manager,  vs  Channel Manager, vs  Global Accounts Manager

            Forecast:

               Quota’s   (top 10/20 deals)

Commit,

Top prospects,

Most likely,  (what moved)

                        Revenue  (where can is there low hanging fruit)

                                       Sell to and through

            Lead Generation,

Call Activity,

            Professional association,

                                    Tradeshow,

                                                            Internet resources

Buyer:

            Economic,

                        Business requirements,

                                                Policy compliance,

                                                                        Evaluators,

                                                                                    Coach

Steps to close:

            Qualify deals,

                        Move to eval and commitment

                                                            Follow through to Quote

                                                                                    Get to the purchasing rep

                                                                                                            Get The PO

Obstacles:

            Product bigotry,

Product cost,

                    Product value,

Product history,

                                        Product maturity,

                                                  Ease to deploy product