I got excited
May 22, 2026
I got excited by the new Spotify logo and bought a new orange hat
Got me thinking about when salespeople get most excited about an opportunity?
Usually when something lands
An enquiry. An RFP. A tender document
A customer saying, “We’d like to talk.” feels like the start
But it rarely is
By that point, the customer has already:
- Defined the problem
- Outlined a solution
- Set their criteria
A fair amount of the thinking is already done
So what looks like a new opportunity is often quite late in their buying process
Which means your ability to influence is limited
Not because of capability. But because of timing
If you want more influence,
you need to get comfortable engaging earlier
Before
- the thinking is fixed
- the document appears
- the options are narrowed
That’s where things take shape and you can genuinely support decision making
Structure helps with that. Something the VALUE Framework gives
🔸 Validate = right opportunities
Look for situations where the problem is still forming, not fully specified
🔸 Align = right research
Understand who first felt the issue and why it matters
🔸 Leverage = right conversations
Engage before requirements are locked. Help shape the direction
🔸 Underpin = right solutions
Position your approach before alternatives are written into the spec
🔸 Evolve = right outcomes
Stay connected as the decision moves back up the organisation
Opportunities don’t really start at the RFP
If you want to influence the outcome, you need to be talking earlier
What is your plan for doing that?
Are you ready to increase your sales?
The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve
It’s free and only takes 5 minutes
