Skills That Pay the Bills
At This Stage of the Game
At Our Core
New Phone, Who Dis?
Getting to the kNOw
100
The first stage in our sale lifecycle. HINT: It takes a lot of skills/experience to build this. 
What is "building a forecast"
100
Emerging, Expanding, Large Accounts and Upgrades
What are the 4 segments
100
Director of Revenue
Who is Mark Bergen
100
Default form of communication with Merchant's
What is a phone call
100

The process of determining whether a Prospect fits our ideal merchant profile, and is highly likely to become a successful, long-term advocate of Shopify Plus

What is qualifying leads

200
Making commerce great for our merchants, investing in Sales Reps and delivering quality/predictable revenue.
What sales leadership values?
200
What is the core reason for our team segments?

We have to have the right rep on the right deal, at the right time.


200
Shimona Mehta
Who is the Sales Acceleration Lead
200
Indusrty, Company, Role, Personality
What are things to researh about your prospect
200

Results in unhappy merchant, wasted resources and increased churn rates

What happens when proper qualification is not done

300
Developing great sales people
What is the priority of Sales Academy
300
This team is responsible for pre-qualifying leads that come through the Plus "Contact Us" page.
The Sales Concirge Team
300
Mat Paciga
Who is the Head of Sales Delivery?
300

Using social networks to find, connect with, and understand, educate, and nurture sales prospects

What is Social Selling
300

The third step in a discovery call

What is establishing pain

400
Knowledge, Skills, Abilities & Attitudes
What makes up our competencies
400
After both the Rep and the Merchant see a potential fit for Plus and have committed to another conversation, the Rep should then do what?
Open a deal in the CRM
400
Your Leader and/or Partner in Crime 
Who is Emily Beatty
400
What are the 5 steps in a outreach call workflow?
Get their attention, upfront contract, reason for the call, bridge to because and determine Plus fit
400

Technical pain, business pain, personal pain

What is the pain funnel

500
Negative, Potential, Positive and Exponential 
What are the four levels of impact
500
The stage of the sales process where a Rep ensures they understand the merchant's decision making process. 
Scoping
500
Martyn Boddy
Plus Partnerships Lead
500
How many touches are required before unqualifying a prospect?
12!!!!!!!!!
500

Both the prospect and Sales Rep have confirmed a desired launch date and have committed to all the steps involved in reaching that mutually beneficial goal.

What is a mutual plan

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