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Secondly, it must be more advantageous than other available options and must be timely , so as to be in line with the objectives and times established by potential customers. Now that it is clearer how the system works, let's try to understand how to use it to classify opportunities, identify strategic contacts, improve forecasts and activate more effective decision-making processes. Use the new model to manage opportunities As previously mentioned, the three categories Pain, Power, Fit are measured with a score from 0 to 5, where 5 is the maximum that can be obtained in the single category.
  
It means that the opportunity can be classified with a maximum total score of 15 points . To obtain 5 points in wedding photo editing service a single category, the three essential characteristics must be present. The more uncertain you are regarding the actual presence of the different criteria, the lower the score assigned should be. Predict revenue with PPF score Predicting the actual closing of a contract , and therefore the resulting earnings, is a very difficult challenge. The Pain, Power, Fit (PPF) method gives the ability to make predictions based on the PPF score.



In fact, only opportunities that score 14 or 15 will result in deals closed in a short time, in a week or two. In this case, it is possible to expect to reach the goal even in a few days, but this depends on how the sales cycle is organized and the buyer's journey. Opportunities rated 11, 12, or 13 are likely to close in at least 30 days or more, depending on the organization of the business. Instead, all opportunities with a score of 10 or less can be considered still in development, so it is not possible to make predictions or plans in this regard. The enormous advantage brought by this system is that it brings a common language throughout the company.