03 / Darling Projects
Method
A clear sequence for developing target accounts, mapping influence, qualifying opportunities, and maintaining momentum.
The operating sequence
Disciplined from first signal to revenue.
01
Target account development
Define the account universe, observable conditions, segment logic, and reasons each target deserves attention.
02
Buying influence mapping
Identify economic, user, technical, and coaching influences—and how each defines value and risk.
03
Opportunity qualification
Test business impact, priority, sponsorship, access, competitive position, timing, and mutual fit.
04
Revenue follow-through
Translate insight into next actions, ownership, evidence, and measurable movement.
Activity is not progress. Evidence of movement is progress.