Column 1
Site level requests should be passed to whom (as needed)?
CS&S.
With every purchase decision, ask them _____________________?
when they plan to send in their purchase order so we can properly plan for their renewal.
Expansion Close Out Scenario:
The opportunity is under $3,000.
EP has reached out once.
How long do you wait until close out?
1 month of unresponsiveness.
When should you decline internal meetings and listen to recordings periodically to give yourself more time to focus on customers?
During busy weeks.
Renewal Close Out Scenario:
The opportunity is greater than $25,000.
The Client is unresponsive.
How many phone calls are needed before close out?
2 phone calls.
With every site level contact, ask them ______________?
To refer to another school site in their district.
What activities should you be blocking your calendar off for?
Critical work activities like working existing opportunities, prospecting, and training.
What are the two FOCUS areas when following up on all opportunities?
1) Securing renewal decision and timeline
2) Expansion
What do we have a specific focus on this quarter?
Expansion.
Create a work plan to _____________?
Follow up on all opportunities during the next 30-40 days.
Renewal Close Out Scenario:
The opportunity is greater than $5,000 and under $10,000.
Client is unresponsive.
How many EP activities are needed before close out?
At least 3 outbound EP activities including one phone call.
Expansion Close Out Scenerio:
The opportunity is greater than $10,000 but under $25,000.
4 outbound EP follow up activities with at least 2 phone calls have occurred.
When can we close this opp due to unresponsiveness?
Close out after 3 months of unresponsiveness.
Which PowerBI Report should you use to segment your opps?
Projection Report - Opportunity Details
With every follow up at the district level, ask them to ___________?
at least add one more site to their renewal plan.
Expansion Close Out Scenerio:
The opportunity is greater than $50,000.
4 months of unresponsiveness from client.
How many outbound activities are needed before close out?
7 outbound EP follow up activities with at least 3 phone calls.