Chapter 6

Qualify Your Seat at the Table

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The Opportunity Snapshot for Trimester 2, Positioning

The second trimester has a dedicated section in the Snapshot. This Positioning wedge focuses you on whether you’re perceived by the prospects to be a supplier who should be given a seat at the table. For scoring to favor you, they must perceive that you fully understand their requirements and you can offer them a unique differentiated solution that represents value they find compelling enough to act on. Let’s explore the Positioning wedge in more detail.

CRITERION 4. REQUIREMENTS

To score well in this criterion of the Snapshot, you need to know what ...

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