Every company has it’s own process of understanding where a piece of business in their sales process.  In the past I’ve used SCOTMAN or BANT amongst others to do this, but at Microsoft it has a process that incorporates the elements of these, but uses language specific to Microsoft.

If you want to be able to understand, share and use this information, even if it is to examine your own processes, watch the video on the Microsoft Partner Learning Centre at http://bit.ly/vSNa7y. I would highly recommend it.

ttfn

David