Sales Playbook
Articulate Our Real Vision
Help the world enhance its REACH, ENGAGEMENT, ADVOCACY, and LOYALTY in all its relationships.
What is the Stage after Identifying?
Qualifying
Outcome selling is a total _____ that can be an integral part of who you are and how you sell.
Mindset
Name 2 WunderLand Differentiators
Experienced People
Deep Industry Expertise
Flexible Delivery Model
Consultant Community
Name 2 of the 4 Cornerstones of Success
Attitude
Personal Accountability
Perseverance
Habit
In a Managed Project who owns the End Deliverable?
The Client
What is the Stage with 90% probability?
What is the tactic used to get the Client talking first?
Striking the Bargain
What is the purpose of the 2 Minute Story?
Quick Articulation of our Value Proposition
In the Cisco Article, Maria Martinez said, "We're obsessed with _____ as a way to drive growth."
In a Studio Solution who owns the Training of Staff, both project and process specific?
WunderLand
What is the Stage when Presenting a Solution?
Proposing
Name 2 of the 3 Guiding Principles of Solution Selling
Diagnosis before Prescription
Meetings as part of Solutioning
Reconfirming changes and status throughout
What is the Term for a Qualified Differentiator?
Proofpoint
Socially Acceptable Excuses are the Enemy of what?
Personal Accountability
Thinking of the Hierarchy of Needs Pyramid, which of our Solutions has the Highest Perceived Value?
Outsourcing/Advisory/Studio
What is the Stage when we're Blueprinting?
Prospecting
Name 3 Company/Client Triggers that signal potential?
Rapid Growth
Merger/Acquisition
Brand Launch
Rapid Decline
Reduction if Force
Name 2 reasons why story telling is key
More Relevant and Relatable
Shift Focus from self to Client
Visuals are more memorable
Create Empathy
What does the MAN stand for in DUTCHMAN?
Money
Authority
Need
What are 2 of the Top 3 Priorities on the Executive Attention Grid?
Increase Shareholder Value
Address Business Threats
Increase Market Share/Revenue
What is the Stage when we might see a need?
Identifying
What do you call a statement or known business change that directly (or indirectly) speaks to a pain point?
A Buying Signal
What are the 3 parts that Construct a Successful Story?
Issue
Solution
Impact/Outcome
Name 3 of the 5 Categories for the Refreshed KPIs
Sales Meeting Activity
Adherence to Sales Process
Pipeline Strength/Forecast Accuracy
Monthly/YTD Quota
Personal Development