Sales Process
The opportunity stage where you're waiting on a prospect's decision
Solution Progressed
What must you always SET before the end of a meeting
Next Steps
A major brand we do not connect to (hint: cell phone brand)
Samsung / Samsung Health
Name 1 of our 5 sales team values
Growth, Ambition, Attitude, Communication, Supportive
The minimum number of manual email and/or phone call follow-ups to prospects
6
Question you ask if the decision-maker isn't in your meeting / demo and you need to find out
Who else is helping you with this project that we should include? What does your decision-making process look like?
Self-reported activity converter: steps are converted into distance at a rate of X number of steps to 1 mile
2,000
The 3 main opp stages we review during 1x1 Pipeline Reviews
Solution Progressed, Closing, Contract Sent
25% and 30%
The best time to uncover prospect's hesitations
During the Discovery / first meeting, before discussing pricing and by the end of your call
The three ways teams can be assigned
1) Admin-created
2) Admin-assigned
3) User-created
The biggest state in the US
Alaska
The process in which we try to uncover a prospect's needs, challenges and aspirations
Discovery
The 4 main discovery qualification items (in any order)
Need, Authority, Priority, Budget
The add-on that allows data from MoveSpring to be pulled and displayed in the client's system/platform
API
An animal who cannot stick their tongue out
Crocodile / Alligator
The # of days between each follow-up with our current MoveSpring sales sequence (hint: 6 numbers)
2,2,3,4,5,5
An open-ended response when a customer objects to price and says we are too expensive
Example:
- How are you coming to the conclusion that our platform is too expensive?
- I can understand that you’re concerned about the resources you’ve allocated to this. To help be on the same page with you, who are you comparing us to?
How users make their profiles private
Settings --> Profile Privacy --> Private
What nut is a member of the peach family?
Almond