Top X
What is the purpose of TOP X
•A discipline to improve our win rate and performance
•Top X refers to targets, accounts and opportunities
Name the 3 types of Top X.
What is a Top X Target, Top X Opportunity, Top X Account?
a Playbook can help you with creating a message with 3 Why Questions
What is Why Change? Why Now? Why TELUS?
The name of the dashboard to review your funnel health
PSO Director/AM Dashboard 2018
The threshold for 12 month rolling funnel is...
>=250%
Describe how TopX is a Time Strategy
•Where we will disproportionately invest time to improve our productivity and focus over 90 days
For a Top X Target you need to do..?
What is research, find evidence of BX, outreach (email, LinkedIn, phone, networking events, get creative) SECURE A BX MEETING
The first thing you write on a White Board for a Transformation discussion
What is "Isolated Innovation does not = Business Transformation"
Do you have enough opportunity X revenue to make quota this quarter/year?
What is Quantity
Threshold for deals in Sit 3 and 4 in the 60 day funnel
no more than 25%
An idea, lead, target or aspiration opportunity that the client has not yet confirmed a need
What is a Sit 5?
As a Top X Opportunity progresses to a SIT 2 or SIT 1, refresh it with a different early stage opportunity (SIT 4 or 3) - How often?
What is a 30 day refresh?
Where can you learn best practices and share learnings?
What is Best practices in the Playbook and LevelJump
To what degree have you determined length of time, close date, and relationship issues for opportunities? How are you planning against these issues to move opportunities through the funnel? Do you have a TAS plans for all opportunities over $250K (exception for Change Requests)?
What is Quality?
Rolling 90 day funnel Sit 1, 2, 3 volume is
>=200%
The priorities you are focused on become become the priorities of your manager, director, VP, and SVP.
What is Top X roll up?
Where can you find tools to help you with your Top X?
What is Sales Messaging Playbook?
The reason for using a Whiteboard for a meeting with our clients
What is creating a visual framework for connecting the customer’s challenges and our vision by using a graphical approach to share our unique, TELUS point of view.
Review your funnel – early, mid-stage, and late opportunities? Across portfolios and solutions? By size deal? How does your existing/new business compare to legacy/3rd wave? across customers for your territory?When you analyze your top 10 opportunities, how could you be at risk?
What is Balance?
Warning flag how many days for Age status to be in RED
> 730 days
Focus on the right research to target new business. This can be a new logo, a new buying center or a new Executive outside of IT where you want to deliver the BX WB to generate a new opportunity
What is a Top X Target?
Where can you find articles, blogs, podcasts for research and learnings?
What is "bulletins and Success Stories" and click on the paper clip to download articles?
Where can you find information on our Security Messaging?
What is Managed Cloud Solutions Playbook - click on paper clip to download a conversation plan?
What is the average length of your sales cycles? Do you see trends? What can you do to accelerate your opportunities to close?
What is Velocity?
When thinking about overall funnel health, you should consider these 4 things.
Quality, Quantity, Balance, Velocity