Research shows that people tend to make an emotional decision then validate that decision with facts and figure.

Emotional impact benefits an individual first, whereas rational impact benefits a corporation first. For example, if a decision results in one-million-dollar savings per year for a company, it is unlikely that the savings are going to find its way into the pocket of the decision-maker.

However, an automated dashboard will directly reduce headaches for the person manually creating reports every weekend. ? This means that sellers must not only identify their ideal customer profile, but also the type of impact that is most important to each person they are working with, and customer success must ensure this impact is achieved over time.

Organizations have to extrapolate the impact across all parts of the business using an Impact Framework that acts as a qualification framework across all stages.

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