Critical 6
What is the 6 attributes of Critical 6?
1. Customer's Project
2. Compelling Event
3. Access to Funds
4. Formal Decision Process
5. Informal Decision Process
6. Unique Business Value
There are 3 attack strategies and 2 position strategies, name those strategies
Attack: Frontal, Flanking & Fragment
Position: Develop & Defend
Name the four formal buying roles in the buying process
There are four formal roles in the buying process
1. User
2. Evaluator
3. Decision-maker
4. Approver
How many times (X) of target do successful rep have in their pipeline at all time?
Successful Rep beat their quota by having three times (3X) their target in their pipeline at all times
What are the 4 main things to focus on when starting to build an insight map?
Customer Goal, Pressures, Initiatives & Obstacles
Name 3 questions we need to answer for unique business value?
How does the customer define value?
How will they measure it?
What is the specific or measurable business result that you will deliver?
How have you quantified this value in the customer’s terms?
Has the customer confirmed their understanding of the value you will deliver?
How does this value differentiate you from your competitors?
Name the 4 Black Hat Thinking process in correct sequence and explain of those process.
Present > Understand > Black Hat Thinking > Resolution
Name the 5 spectrum's of adaptability to change
1. Innovators
2. Visionaries
3. Pragmatists
4. Conservatives
5. Laggards
When do you move your opportunity from stage 3 to 4?
Prospect has stated Autodesk can meet their needs.
We have spoken with decision maker(s) and key influencers; they have confirmed access to fund, evaluation process, decision making process and timeline.
What is Insight Map?
Insight map is a sales tool available in dealmaker that helps you create the best strategy for addressing your sales opportunities. Insight map, graphically connects Autodesk Solutions and capabilities to address your customers business challenges.
Name 3 questions we need to answer for informal decision process stage?
How will the decision really be made?
Have you identified the Inner Circle?
Have you identified the Political Structure?
Do you know their personal agendas?
Who has proven they are voting for you?
Who are your coaches?
When do you implement Frontal Strategy?
Is a high risk, high gain strategy requires a lot of resources
You need overwhelming superiority. You need at least a three to one advantage over the competition that is recognized by the customer and should be based on your solution, resources, price or other considerable advantage
Name the four pointers that you can use to uncover the influences in the client organization
1. Business Value
2. Track Record
3. Partisans and Allies
4. Philosophy and Policy
Where do we moved opportunity in stage 3 to, when there's no scheduled discussion with prospects in the next 30 calendar days?
Stage 1
Why Insight Map is a great tool to use in a target account engagement?
It helps in defining the connection between our solutions to customer problems, initiatives. Relieving customer pressures and enabling customer to address challenges that are blocking them from achieving their goal with our solutions
Demonstrate that we understand our customer problems and that we can uniquely solve their problems.
Name 3 questions we need to answer for compelling event stage?
What are the consequences if you delay this decision?
What is the payback to you if you make this decision?
Why does the customer have to act?
What is the deadline for the customer to be “up and running”?
What are the consequences if this project is delayed?
What is the payback for the customer if the project is completed on time?
Who has the most to lose if this project is delayed?
Which executive(s) are personally committed to this project?
Explain what is Black Hat Thinking process in Autodesk sales process perspective and it's benefits
Is a structured brainstorming session for the salesperson to have their colleagues review and help improve their plans before they are fully executed. This increases the likelihood of a better solution for both the customer and the seller and a smoother sales process resulting in higher win rates and potentially at a higher value.
Name the five different relationships status you can establish with a contact in customer organization
1. Mentor
2. Supporter
3. Neutral
4. Non supporter
5. Enemy
Describe the difference between funnel, pipeline and forecast
A funnel is passive; it only needs gravity. A funnel does not take into account the customer’s buying cycle, which can move forward and backward.
Pipeline is used by sales staff to quantify the opportunities they are working on. Sales people can smooth out customer demands on their time, and create a more stable sales cycle with more predictable outcomes.
Forecast is a snapshot of those deals in your pipeline that you BELIEVE will close within a specified timeframe, ranked by your level of commitment to close it by a specific date.
If you are experiencing difficulty creating an inside map, then you are probably focusing on one of these three things. Name 3 of those things.
1. You could be focusing on Autodesk products and features
2. Attempting to consolidate product licenses and prices too quickly
3. Relying on Autodesk reputation as a dominant player in the industry to do the work for you
Name 3 questions we need to answer for customer's project stage?
Who initiated the project?
Who will be working on the project?
Who is the highest level person actively involved in this project?
How does this project fit into the customer’s business strategy?
How was this project justified?
When do you implement position strategy?
Position strategies are develop and defend
Position strategy is used when there is no compelling event, or you can’t create one or you're not in a position to compete. Typically position strategies are implemented either to build a position for the future or to prevent the competition from penetrating an account
What is the difference between Political Structure and Inner Circle?
People within the Political Structure are people trusted by the Inner Circle to make things happen
People within the Inner Circle are buyers that control outcomes
Name and match the 4 attributes of the buying cycle with the 4 attributes of selling cycle
Buying: Status-Quo, Aware, Evaluate, Decision
Selling: Engage, Discover, Propose, Close
Why do we need to make sure the pressures identified in our sales conversation are a valid concern for the key decision makers?
These current pressures opens the door to talk about our solutions.
There will be no change if the customer do not feel the pressure or need in addressing those issues. The sales conversation will end without any decisions being made.