The main purpose of the stage is to collect all initial information on a client,

realize clients requirements, needs and pain points.

Proposing the solution is a

mirror of the Needs Analysis

all received information should

be used for customization of the

presentation and proposal, and

become a basis for the sales play,

or tactical moves in the sales

process.

The information gleaned from a

needs analysis includes initial

research on potential decision

makers through company

website, industry portals,

professional social networks

and other sources, checking

whether sales rep or his/her

colleagues have contacts inside

the organization or know

somebody from that company.

All that data should be entered

or linked into CRM.