7 Bullets of Technology Selling

The 7 Bullets of Technology Selling is a proven sales qualification framework designed to help Account Executives and Solution Architects systematically identify, qualify, and advance complex technology deals. Originally developed by Edgar Perez, this framework distills decades of enterprise sales experience into seven critical dimensions that every technology seller must understand before investing significant time and resources in an opportunity. In today's fast-moving cloud and AI landscape, qualification is no longer a one-time event at the beginning of a sales cycle — it is an ongoing discipline. The 7 Bullets framework ensures that you are always asking the right questions, uncovering the true motivations behind a purchase, and positioning your solution to deliver measurable business outcomes. This Enhanced Edition modernizes the original framework with new questions reflecting today's technology priorities — generative AI, FinOps, serverless architectures, sustainability goals, and zero-trust security — and adds practical tools including Red Flags, Deal Health Scoring, Next Steps guidance, and CRM field mapping. Benefits of This Framework • Qualify deals faster and more accurately, reducing time wasted on unwinnable opportunities • Improve forecast accuracy by understanding deal health across all seven dimensions • Enable consistent qualification standards across your entire sales team • Identify and address red flags early before they become deal-breakers • Align your solution to the customer's real business goals and pain points • Accelerate deal velocity by knowing exactly what next steps to take • Build stronger executive relationships by asking strategic, insightful questions • Enable effective collaboration between Account Executives, Solution Architects, and Partners • Facilitate better CRM hygiene and more accurate pipeline reporting • Create a repeatable, scalable process for winning complex technology deals