An interesting read. I especially liked the deal reviews. Quite often a salesperson will find an opportunity, qualify it and then through no fault of their own see it slide into the abyss. The checklist provided in TFA is a bit OTT (For example the ROI calculation isn't always a good marker of interest and isn't always necessary. Sometimes the customer needs to buy the service/widget from someone for mandatory compliance and in that case your ROI is less important) but it's essential that you do have a process for sorting the wheat from the chaff.