Competitors
This competitor was the first mover for AI parsing
73 strings
When an opportunity is piped, the close date should be ______?
last day of the month 90 days out
I just had my first call with a prospect. My opportunity should now be in stage ______ or ______.
This acronym is the foundation of the David's "flexible sales process"
BANTR
I need custom metrics parsed! How many are included in my white glove parsing services?
5
This competitor has a direct integration with microsoft suite for creation of tear sheets
chronograph
When piping an opportunity via a referral, the internal contact who sourced the referral should be documented in what field?
Meeting booked by
If my opportunity is likely to close within in the next month but there are still some hoops to jump through, it should be in the _____ forecast category.
Best Case
Name 4 things we can get in exchange for a pricing discount
case study
reference
logo usage
event co-host
If my prospect wants 10 years of historical data parsed during deployment. They need...
White glove deployment
This competitor scrapes news sources to feed vcs intel on their portfolio companies
foresight
If a previously closed out opp re-engages and wants to talk about standard metrics again, I can open the same opportunity again if....
it is within the same quarter
If a lead comes inbound, within how many days does there need to have been outreach for an SDR/AE to get credit?
60 days
Initial pricing ballpark should be quoted at what % of list price?
15% above list for software + services
Name 3 parseable documents outside of financial statements
-board decks
-emails
-screenshots
This competitor releases benchmarks around deals, funds and LP investments
Cobalt
Opportunities with no activity for ____ days should be closed out unless approved by mgmt
90
AEs should aim to generate $_____ in pipeline per month
$100k
All demo calls should start with:
A recaps of what we heard in disco & their top pains to confirm alignment
List 10 of the Standard Metrics
Cash in Bank
Assets
Equity
Liabilities
Revenue
Cost of Goods Sold (COGS)
Gross Profit
Gross Margin
Operating Expenses
Net Operating Profit
Net Income
EBITDA
This competitor has the highest number of linkedin followers
Carta
If a deal is lost to a competitor due to a specific feature, which should be the primary reason?
Feature
Every week, my 3 key responsibilities (per slack) before the forecast call are:
-update fields
-log all meetings for the week
-post 3 hot/stuck deals
What are three things we can offer to a prospect in lieu of a trial when we don't think a trial will yield the right experience
customer reference
chat with cs/implementation
opt out after year 1
role play demo with SA
When and for how long is DS busy season?