Stage 1
No ____ & ______ = No deal
What is Pain & Champion?
This is the main focus of Stage 2.
What is multi-threading?
What is cost?
This is the main difference between an EB and a DM.
What is buying power?
These are the two sections required to move an opportunity into stage 2.
What is Identified Pain and Champion?
This specific information will help you ID buying power through your champ.
What is metrics?
This is our biggest competition.
What is "status quo/do nothing"?
Why are Metrics important to the sales process?
It quantifies the pain for the EB.
"No system in place, no way to reach people quickly in an emergency, very manual process" is listed as pain. This is an acceptable description of pain. T/F - Why?
What is False? This only lists circumstances, not consequences.
Understanding competition is not a prerequisite to understanding Decision Process. T/F - Why?
What is False? Without understanding competition, you can't get an accurate understanding of how a decision is made.
The correct ranking of these examples of Metrics in order from strongest to weakest is:
a. Decrease time to response by 10 minutes on average. Each minute of response time saved reduces ultimate downtime by 3-4 minutes. each minute of downtime cost the company $10k
b. 1000 employees, 25 admins, 30 locations, current contract with EVB for $17k/year
c. $65k salary for security guard to manually monitor TI, no EMNS tool. $25k fine for insufficient BCP in 2022
d. 650 employees, 11 locations
What is A, C, B, D
This is the main difference between Decision Process and Paper Process.
DP is how the organization decides who to buy. PP is how an organization actually signs.
These are the 3 core requirements to identifying a champion.
What is influence and power within the organization, ability to sell well on your behalf, vested interest in getting this deal done?
These are the letters that we should address in Stage 2.
What is Identified Pain, Champion, Metrics, Competition, Decision Criteria, Decision Process?
How many of the following can a POC be included in when filling out MEDDPICC for an open opportunity:
a. Champion
b. Influencer
c. Economic Buyer
What is 1? If they are a champion, they cannot be an EB, if they are an Influencer, they cannot be a champion, or EB.
This is the main purpose of Stage 3.
What is articulating value to the EB and getting budget approval.
A true champion can help define metrics, which are typically found at which level of pain?
What is organizational?
Decision Criteria should be aligned to this.
Our differentiators
The correct ranking of these examples of Decision Criteria in order from strongest to weakest is:
a. Ease of use, multiple admins, two-way, data sync
b. Scalability, $15k budget, automated data sync
c. human verified threat intelligence, automated data sync, able to be used across multiple departments/admins
What is C, B, A?
VP says that they are the ones that ultimately sign and make the decision on who to go with, but needs to get budget approval from the buying committee. VP is an EB. T/F - Why?
F - EB own the budget and can make budget allocation decisions (without going elsewhere). VP is a DM.