Metrics
Metrics don’t just quantify value, they drive BLANK and BLANK.
pain and urgency
What should you utilize to uncover the Economic Buyer?
Your Champion
The paper process is a collaborative process with your BLANK.
Your Champion
Pain has 3 I's - what are they?
Identify, Indicate, Implicate
What criteria is a prereq for a Champion?
Having power & influence
What are the measurable results achieved by your existing customers?
M1s
What are the two most common mistakes when trying to identify the Economic Buyer?
Under-qualifying and over-qualifying
What two parts make up a Decision Process?
Technical Validation and Business Approval
What does it mean to implicate the pain?
Dig deeply into the pain so the customer feels they must solve it now.
What is the definition of a compelling event?
A time sensitive response to an internal or external business pressure that drives action within a defined time period with consequences of inaction.
Low-knowledge students increase their knowledge by 24% with Labster is an example of what?
Labster M1
Economic Buyers focus on the 3 Cs - BLANK, BLANK, and BLANK
Cost, Completion, and Confidence
Effort and engagement ≄ Progress. You are only making progress on closing a deal if you are moving through the BLANK.
Decision Process
What are the 3 main types of pain?
Financial, Efficiency, People
What are the 3 main qualifying criteria for a Champion?
power and influence, selling internally for you, and vested interest in your success
What are M2s?
Metrics that document how success will be measured by potential customers, and become the measure of the value proposition
What are the 3 main types of Decision Criteria?
Technical, Economic, Relationship
What three parts make up Paper Process?
Process, People, Timing
When should you identify pain?
*TRICK question!* While you should identify pain in your first call, discovery of pain should continue throughout the entire process with every new person you speak to
What opportunity stage should you ideally get Competitior and Champion information in?
Discovery
What are the 3 Whys to drive urgency and uncover Metrics?
Why should you buy this type of solution?
Why should you buy from us?
Why should you buy now?
What should you do if your prospect does not have a clear Decision Criteria?
Help them build it!
By what stage should you aim to have all necessary Paper Process information by?
Shortlist
What is two sided discovery?
Where we get our customers to become more conscious of their pain by our process of asking more specific and deeper questions relating to their pain.
What are the types of Competition?
Rival solutions, other projects (fighting for the same $), internal (doing it themselves), and interia (doing nothing)