PRIME Action Categories

Opportunity Manager has five 'PRIME Action' categories.

Each of the actions you add to an opportunity belongs to one of these categories.

Note: Your administrator can disable switch off PRIME categories. If this is the case, actions are created and assigned in the same manner, they are just not assigned a PRIME category.

You select the category when you create the action. These categories are:

'Prove your value' actions have the following purpose:

  • Demonstrate how your solution addresses or accelerates the customer’s compelling event
  • Prove your ability to deliver unique business value
  • Confirm the value you have delivered to this customer in the past
  • Address the business and personal agendas of the key players

'Retrieve missing information' actions have the following purpose:

  • Question your supporters and mentors in the customer organization
  • Use your peers, your network and your sales team
  • Involve business partners and consultants
  • Access publicly available information

'Insulate against competition' actions have the following purpose:

  • Connect your solution to the personal agenda of key players
  • Broaden your support inside the organization
  • Leverage your relationships with key players to other areas within the organization
  • Test your plan with your supporters and mentors

'Minimize your weaknesses' actions have the following purpose:

  • Test your weaknesses against the customer’s formal and informal decision criteria
  • Determine how to influence the weight and ranking of each criterion to your advantage
  • Utilize business partners and alliances to enhance your solution
  • Validate your weaknesses with your mentors and supporters to understand their impact

'Emphasize your strengths' actions have the following purpose:

  • Test your strengths against the customer’s formal and informal decision criteria
  • Compare your strengths to alternative solutions (internal and external)
  • Embed your strengths within the customer’s formal and informal decision criteria
  • Validate your strengths with your mentors and supporters