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This tool provides insight on prospect's intent
What is DemandBase?
Ideally, it is best practice to secure this amount of time for technical discovery (Second Meeting).
What is 45 minutes?
What is the main differentiator of the Sales Process at Workato compared to other companies?
What is the Workato Selling System?
During the initial steps of a POV, the opportunity is moved to this stage in Salesforce
What is stage 3?
WSS Lite was created to be more _____.
What is simple and/or digestible?
How many qualified opportunities a month are we targeting?
What is three?
At the end of the 5th meeting, you should not leave the call without what?
What is a scheduled next step?
During which meeting should you introduce the MSP?
What is the third meeting?
During a POV (Lite), what should the SC review with builders?
What are the tasks
After gathering current state, negative effects and desired state, what do you want to uncover?
What is the specific business outcomes?
What percentage of inbound pipeline should we aim to convert?
What is 30-35%?
What are the three "why's" you want to answer during Discovery?
What is: Why do anything? Why now? Why Workato?
Name two of three best practices to do prior to a first meeting.
What are: confirm the meeting 24 hours in advance, have an agenda in the cal invite, and conduct pre-call research?
List at least two things an AE can do to "quarterback" a technical discovery call?
What are: 1. Set an agenda 2. Review highlights from the first call 3. Introduce the scoping doc 4. Ask for EB sponsorship 5. Conduct further business discovery
According to WSS, what are the three things we need to demonstrate after we gather Solution Requirements?
What are 1. How we do it 2. how we do it better and 3. Customer Proof Points?
Businesses that prioritize social selling are ___ % more likely to achieve their sales quotas
What is 51%?
During the fourth meeting, what three things should the AE review?
What are the Commercial Model, Support & Success and First Value?
What should you avoid doing prior to achieving technical validation?
What is presenting a proposal?
In order to move a deal from stage 3 to stage 4 in SFDC, this needs to occur during a POV.
What is a technical win confirmed by the EB?
What does the 'CUP' of CUP of MEDDPICC stand for?
What is Compelling Event, Use Case and Partners?
According to KLove, you should lead with ______ on a cold call.
What is relevancy?
What are the three components to our new pricing model?
What are the platform, the usage and Services & Support?
According to our new pricing model, how is a task defined?
What is a unit of work that occurs every time a recipe performs an action that requires compute resources.
What are the three things you need to establish during step 1 of running a POV?
What are: 1. Use Case Scope 2. Success criteria 3. EB sign-off
What are the four Value Drivers for Workato customers?
What is 1. Operational Efficiency 2. Risk Reduction 3. Differentiated Experience 4. Enterprise Agility & Innovation?