All sales veterans know that simply following a sales process doesn't guarantee a deal will close. Qualification along the way is critical to ensuring you don't lose a deal late in the sales cycle.
A key component to qualification is building strong requirements for your solution. Here are some great questions to ask yourself when trying to define if you have strong requirements.
Do the decision criteria reflect the business & technical requirements of all constituents, especially those of the Economic Buyer?
All players in the buying process must be able to connect the dots between the technical features and the positive business outcomes that the customer is hoping to achieve.