CoS / Sales Process Terminology
Value Card Terminology
Qualification Terminology
Defensible Differentiator Terminology
General Terminology
100
The part of the process when qualification takes place.
What is the Discovery Phase?
100
The bad things that results from the Before Scenarios.
What are the Negative Consequences?
100
This acronym outlines our qualification process.
What is MEDDIC?
100
Solution Offerings that are not available from any other competitor.
What are Unique Differentiators?
100
The form that allows you to prepare for discovery calls.
What is the Pre-Call Planner?
200
100 Summer Street
What is the address of Rapid7's new office?
200
These are the good things that result from the after scenarios.
What are the PBO's?
200
The person who has power and influence in their organization and is actively selling on your behalf.
What is a Champion?
200
Livin' La Vida Loca by Ricky Martin
What is Greg Monahan's deal song?
200
The documents that contain our Value Cards & Defensible Differentiators.
What is the Value Messaging Framework?
300
When you should reconfirm budget allocation and decision process.
What is the Propose Phase?
300
How our solutions will satisfy the required capabilities.
What is How We Do It?
300
Von a lap
What is Nathan Palanov's last name backwards?
300
Questions that are aimed to set up the competition in a negative way.
What are Trap Setting Questions?
300
Actionable Visibility, Simplified Compliance Management, Threat & Risk Assessment.
What are Value Drivers?
400
The part of the sales process where contracts are discussed and executed.
What is the Negotiate Phase?
400
Bowling Green State University.
What is John Kaplan's alma mater?
400
Quantifiable measurements of the business benefits of the solution.
What are Metrics?
400
General attributes that make customers feel good about working with Rapid7.
What is a Holistic Differentiator?
400
The document containing the competitive grid.
What is the Navigator.
500
In this part of the sales process, the opportunity is weighed at 25% - 50%.
What is the Positioning Phase?
500
Verifiable evidence that our solutions can satisfy the Required Capabilities in a way that achieves the PBO's.
What are Proof Points?
500
The third letter of MEDDIC.
What is Decision Criteria?
500
The "so what" and should be measurable.
What is Customer Value?
500
John Loverme's doppelganger.
What is Judge Reinhold?
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