Module 15 — Sales and Marketing

Value-Based Question Sheet

Qualifying opportunities based on value

To ensure every opportunity is based on a real, valuable problem. Not on assumption or enthusiasm. Complete for every new opportunity before moving to proposal stage.

Question 1 — Problem Clarity

What is the client trying to solve?

Question 2 — Impact

What is the cost of not solving this problem?

Financial impact

Operational impact

Strategic impact

Question 3 — Value of Solving

What is the measurable upside if this is solved?

Revenue increase

Cost reduction

Efficiency gain

Question 4 — Urgency

Why now? What happens if they delay?

Question 5 — Decision Context

Who is involved in the decision? What is the process and timeline?

Question 6 — Success Definition

What does success look like from the client's perspective?

Qualification Check

The problem is clear.

The impact is understood.

The value of solving it is meaningful.

There is a clear reason to act now.

The decision process is visible.

Value-Based Question Sheet

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