NATURAL BORN SKILLERS
🎶 SKILLIN’ IT SOFTLY
🔫 LICENSED TO SKILL
🎢 THRILL OF THE SKILL
🥷 SKILLER INSTINCT
100
You’re joining an opportunity already in progress and want to get caught up before asking the client questions they may have already answered. Which Skill helps?
AAAQ 🙌
100
You know what the client needs. Now you want to clearly connect those needs to how ADP can address them.
Solution
100
Your client contact needs a concise way to bring senior leadership into the story and communicate what matters at their level.
Executive Briefing
100
You’re about to start meeting prep by opening several different sources to reconstruct the account story. Which Skill could save you the scavenger hunt?
Pre-Call Prep
100
You’re trying to avoid repeat discovery. Which Skill is the better starting point?
AAAQ 🙌
200
You’re preparing for an opportunity and want the account background, current environment and relevant research brought together before you start digging through it yourself.
Pre-Call Prep
200
You want the client’s own words to help tell the story of why solving their problems is worth the investment.
Value Case
200
The opportunity feels promising, but you want a concise qualification check before deciding how much more time and energy to invest.
BAANT
Budget, Authority, Alternatives, Need, Timing
200
The meeting went well—but now you need to make sure the unanswered client questions find the right internal owners. Which Skill helps?
Takeaway Questions
200
A client asks something you can’t answer during the meeting. You don’t yet know whether there’s actually a product limitation—you just know they’re waiting for an answer. Where do you start?
Takeaway Questions
300
You don’t just want what the client has told us—you need the complete discovery framework so the blanks become visible too.
Analysis
300
Several people are involved in the evaluation, but you’re less certain about their influence, alignment and importance to the decision than you’d like to be.
Stakeholder Map
300
You know who attends the meetings. You’re less sure whether those are the people who will ultimately shape the outcome.
Stakeholder Map
300
You’ve done the discovery. Now you want to make sure what you’re proposing clearly traces back to what the client actually told you matters.
Solution
300
The question is no longer “Can we solve it?” The question is “Is solving it worth making a change?” Which Skill fits?
Value Case
400
A great sales process can still create a bad implementation if important details disappear during transition. Which Skill is designed to prevent that?
MAS SIT
400
A limitation surfaced during the evaluation. Rather than simply recording “we can’t do that,” you need to preserve why it matters and how it affects the opportunity.
Product Feedback
400
A simple qualification check isn’t enough anymore. You need to pressure-test the deal more deeply before assuming it’s as healthy as it looks.
MEDDPICC
400
The solution has been selected, but several decisions, approvals and actions still stand between the team and a signature. Which Skill helps turn those remaining pieces into a coordinated path forward?
Deal Close Plan
400
Ownership is changing internally. The next team needs enough context to understand the customer, the proposed solution, the risks and what happens next—without reconstructing the opportunity themselves.
Sales Handoff