Getting to the YES
Selling the alight way consist of 3 primary items.
What is the sales process, best practices and tools.
Who should be your internal partners during the disovery stage?
What is the solution architect team and value engineering team?
Buildling pipeline has 3 primary sources.
What is Demand Gen, Partners, Seller Iniatied?
By the time you get to the proposal stage you should have incorporated this deal framework.
What is MEDDPPICC?
This purchase signing is an example of what?
What is the buyers stage of closed won?
What is indentify?
What is upside with close date? 1st quarter out and estimated deal size based on what you know today.
What is the percentage of deals that are influences with a social media?
What is 55% of deals are reported to have social media presence and opportunity?
The Valued Engineering group helps with these materials for the proposal stage?
What is the Executive Summary/Microsite/ Business and Financial Case for Change.
The goal of this person is to complete prepare the paperwork for signature and schedule implementataion kick off call.
What is the AE or SAE?
The tool zoominfo is used for what primary stage in the sales process?
What is Indentify stage?
What should you always do if you do not know the TPE or broker contact?
What is schedule a meeeting with the TPE and Broker to share insight with them about our process and to update on findings? This is to get their buy-In
Demand generation is essential to your success, and who would you partner with internally.
Who is your SDR group and ABM partner?
During this stage the buyers are looking at different way to solve their problems, and talking to their peers that are in the same industry, what is the naming stage from the buyers journey.
What is solution exploration?
The key components that a buyer needs during the close won stage are?
What is implementation guidelines and milestones and task owners?
Who is involved in value packs?
What is Valued Engineering group?
What are the two types of discovery phases?
What is a technical discovery phase? What is a shareholder or C-Executive Discovery?
Sellers actions before any stage should be?
What is pre-call planning?
When getting a RFP from a partner for a client what is the appropriate response?
What is meeting with the TPE or Broker to schedule an Executive Overview?
The key role that are involved from alight are the (Fill in the blank)
AE, or SAE and solution architect.
The first time as a seller you can check for cost of in-action with your prospect is in what part of the sales process?
What is executive overview?
The system that holds all material for all stages?
What is highspot?
The insights are critical to every stage of the process, so what are the best insight examples?
What is white papers and value packs?
As a buyer witnessing the limbic technique what would be some of the benefits to you.
What is enagement? What is remembering key elements to the presentation?
If by chance you have lost a deal, what is one of the key best practices that a seller would demonstrate?
What is calling each stakeholder to indentify their reason along with why you lost, and be sure to document in Salesforce.com