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SUPERION – Sales Playbook
Opportunity Detail
Important fields that describe your opportunity:
• Solution Type – indicates the solution you are selling,
• Solution Category – More granular information about the “Solution Type.” Depending on
the Solution Type added, only relevant categories display.
• Type – Existing Business or Net New
• Order Type – Depending on the Type you selected, a relevant Order Type list displays.
Breaking out this information allows for more granular reporting and an easy way to incorporate
new product solutions into the sales process as Superion’s software portfolio expands.
BANT Qualifiers
B
A Vista best practice incorporates BANT (Budget, Authority, Need, and Timeframe) qualifiers into
the Sales process. BDRs, CSEs, and AEs uncover BANT information during the sales process and
will update this information.
3/8/2018
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