Evaluate the prospect's industry context, market position, competitive pressures, and regulatory environment. Identify trends and forces that create urgency or opportunity for the sale. Transform raw prospect research into strategic sales intelligence.

Investigate the prospect's business, financials, recent news, org structure, and technology stack. Build a comprehensive picture of who they are and what they care about. Depth over breadth — a shallow overview is not enough to sell.

Design the win plan — identify champions, map the political landscape, anticipate objections, and define the engagement strategy. Turn qualification data into an actionable path to close.

Systematically evaluate the opportunity against qualification criteria — Budget, Authority, Need, Timeline (BANT), ICP fit, and buying readiness. Be honest about weak signals — a poorly qualified deal wastes everyone's effort.

Craft a compelling, tailored proposal that connects the prospect's specific pain points to concrete solutions with quantified value. The proposal should readd as if it was written for this prospect alone, not adapted from a template.

Validate technical feasibility, design the solution architecture for the prospect's environment, and ensure the proposal's technical claims are deliverable. Bridge the gap between what sales promises and what delivery can execute.

Review contract terms, identify legal and commercial risks, categorize redlines by severity, and recommend accept/reject/counter positions for each. Protect the business without killing the deal over immaterial terms.

Manage the negotiation process — handle objections with evidence, propose creative deal structures, protect value while finding mutually acceptable terms. Every concession should be traded, not given.

Drive the deal to execution — confirm all terms are agreed, secure signatures, verify purchase order and payment terms, and ensure nothing falls through the cracks between verbal agreement and executed contract.

Package the complete deal context for customer success — relationship history, key contacts, agreed deliverables, expectations set during sales, and any commitments made. A clean handoff prevents the post-sale trust gap that kills renewals.