Sales Steps
The step of the sales process where the client has signed the SOW and MPA
What is the Commitment step
Seek to understand the client's issues and objectives
What is Discovery
Top priority of the Qualification step
What is determine if the client is a fit for iA and Sales should proceed with more discovery
A key outcome of the Executive Sponsorship step required to move an opportunity to Stage 5 Solution Design
What is a successful Go/No Go meeting
The step where white boarding is an effective communication tool
What are Discovery, Opportunity Strategy, Executive Sponsorship, Solution Design, and Solution Confirmation steps
The step where a prescope meeting is held with Sales to review the client's requirements, needs, and goals and receives coaching from the Solutions Design team
What is the Opportunity Strategy step
The 3 Whys of Discovery
What are Why Change, Why Now, Why iA
3 milestones common to multiple steps
What are identify holes in the floor, Discovery, Executive Sponsorship, Reverse Timeline, white boarding
The step where an initial Reverse Timeline is created to share with Executive Sponsors
What is Step 3 - Opportunity Strategy
Two key data points for opportunities in Salesforce
What are 1)They are in the correct sales stage and 2)The forecasted close dates are accurate
Step where a successful "Go/No Go" meeting is required to advance to the next sales step
What is the Executive Sponsorship
Obstacles that limit your ability to move an opportunity forward and may eventually result in losing the sale if not addressed
What are Holes In The Floor
The key activity required of Sales to progress from Discovery into Opportunity Strategy
What is Discovery
The likely outcome of having strong Executive Sponsors
What is Sales wins the deal
The four forecasting designations for opportunities
What are Target, Active, Upside, and Commit
The step where Executive Sponsorship is developed
What are all steps - the entire selling process
Key leader involved in making the purchasing decision who has a vested interest (personal or business) in you succeeding
What is an Executive Sponsor
6 strong Discovery questions
What is determine Why Change? Why Now? Why iA? The client's buying process. Fiscal year. Budgeting deadline. Do they currently have central fill? What are their primary drivers to consider central fill? Do they have experience purchasing capital equipment? Do they have a Compelling/Critical event? Who is involved in making the decision? How will the decision be made? Decisionmaker roles. What is their timeline?
Tool used to measure and assess the strength of Executive Sponsors Sales has identified
What is an IRS map
Tool to map the sequence of events and milestones to hit in order to meet the client's desired go-live date
What is a Reverse Timeline
The step where Discovery takes place
What are all steps- during the entire sales process
Business pressure that demands action to reduce pain or increase opportunity
What is a Compelling/Critical Event
The step where you work with your Executive Sponsor to identify other Key Stakeholders in the decision-making process
What is Executive Sponsorship
A sponsor who advocates for iA with Key Stakeholders
What is a coach
Makes a Compelling Event Critical
What is a deadline/firm go live date