[SQO]
I Am Koala-fied
I Am Koala-fied
[ALIGNMENT]
Slow Down to Speed Up
Slow Down to Speed Up
[SOLUTIONING]
A Conscious Collaborative Environment
A Conscious Collaborative Environment
[CLOSING IN]
As We Draw To A Close-ing in
As We Draw To A Close-ing in
[CONTRACTING]
Let's Make it Official
Let's Make it Official
100
A koala will move to a different tree when temperatures start to climb, much like, the opportunity will move to SQO when the buyer agrees to consider your solution and answers this particular set of questions.
What are Qualification Questions?
100
A sales qualification methodology focused on four considerations (most notably memorized in an acronym form) that help sales reps gather essential information early through thoughtful questioning.
What is BANT?
100
It is critical to understand the series of tasks and activities involving the client's procurement and legal teams as this process can be defined differently for each company and can become a significant barrier if not identified and addressed early.
What is the Contracting Process?
100
The probability % for this stage.
What is 75%
100
The AE submits this when the buyer is ready to engage in the contracting process.
What is a Legal Request? (SFDC)
200
In this stage, this important sales contributor successfully hands off the opportunity to the Account Executive.
Who is Business Development Representative (BDR)?
200
This important sales exercise outlines the Buyer’s areas of interest and what constitutes success.
What is a Success Criteria?
200
The progression trigger to get to Closing In.
What is Springbuk Vendor of Choice (VoC)?
200
It is at this stage that you are logging information gathered during the sales process and decisions made by the buyer within this tech/app tool.
What is Salesforce?
200
This individual is responsible for submitting the Service Order.
Who is the Account Executive?
300
This call usually includes the qualification recap, discovery, D2 Deck presentation, and a teaser app demo.
What is a Discovery Call?
300
It is no longer one-to-one selling but one-to-many and this very critical sales technique needs to continuously influence your opportunity at every step.
What is Multi-Threading?
300
If you forget to collect this, it may cause issues in implementation. (Hint - specific to MM)
What is a Group and Vendor List?
300
It is essential for the Sales Rep to inform this key Springbuk team member on how to best prepare for this opportunity and provide all pertinent information in order to ensure a successful implementation.
Who is the Client Success Manager?
300
The form provides the Client Success Team with pertinent client information that is needed as part of the onboarding process.
What is Internal Knowledge Transfer (IKT)?
400
Because koalas are solitary animals, it may be challenging to identify any key stakeholders involved in their decision-making process, which is an action (among others) buyers undertake when purchasing a product or solution.
What are Buyer Behaviors?
400
This is a living, breathing document that should be updated continuously throughout the sales process - the one source of truth!
What is a Win Strategy?
400
Common occurrences from the buyer are going dark, losing a sense of urgency, or getting distracted with other priorities, all of which are examples of this trigger.
What is a Regression Trigger?
400
The progression trigger for this stage.
What is Redlines Received?
400
This step was most recently eliminated from the Service Order review/approval process.
What is "submit for approval?"
500
Being that koalas are considered an endangered species, there is only a 10% chance of experiencing a koala sighting live in their natural habitat, a similar figure designed to forecast the likelihood of an opportunity to close.
What is Probability?
500
This sales exercise usually begins at this stage eliminating any guesswork and wasted time for both buyer and sales rep and has proven to speed up the sales cycle.
What is a Mutual Action Plan? (MAP)
500
This critical sales technique is making sure you caught not one, but ALL the key stakeholders in this stage and being 1000% certain that you have all of them identified. (Hint - Mama Bear's favorite)
What is Multi-Threading? (yes, again)
500
The number of Buyer Behaviors specifically outlined for this stage.
6
500
The most critical piece/process of closing a deal with a new customer.
What is Sales/CS Handoff?