Sales Methodology
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion.
What is the MEDDIC sales methodology?
100 updates/new releases across 25 products.
How many features were released this Summer?
Solutions Discovery tab in Salesforce
Where is the proper place to fill out the SQD now?
Align with Sales to scope deals, give remarkable demos and close win opps.
What are the goals of an SE?
The new Solutions Overview tab and the Sales fields in Salesforce.
Where is discovery data entered in Salesforce?
Mapping of events from the discovery through GO Live that is used as a project plan.
What is the “sequence of events” process?
Supervisor ability to monitor in real time the agents screen.
What is the Live Screen Monitor?
Area to capture raw data to then be added to any drop down answers in the Solutions Discovery.
What is the notes tab?
Discovery and early stages
When to bring in your Sales Engineer into an opp?
Call Volume, Phone #’s, IVR levels, Datadips, and training numbers needed?
What are the most missed during a sales process?
Scoping, definie use cases, WOW demo’s, and solutions overviews are given.
What is the Evaluation Stage?
Poor call quality case created for calls classified as “bad”
What is the Guardian Bad Call Quality Case?
AE’s AND SE’s doing discovery with the customers.
Who should be filling out the Solutions Discovery in Salesforce?
Customers current environment, systems, goals, use cases, a list of products, & partnership and communication with SE.
What is needed to prepare for a demo?
Reduce risk, add value, establish project, build trust
What are the main reasons we do deep discovery?
Qualify, organize, & close deals, compete in a technical sale, & communicate details internally.
How can a sales methodology help in your process?
WhatsApp, Talkdesk Fax, Digital Connect, Agent Smart Scripts, & Additional Vertical Connectors.
What are the newest Early Access Products?
Over 100 agents, AppConnect, PCI, Industry specific integrations & TD Phone.
When to change from the Autogen to custom SOW?
Gather use cases, build agenda with SE, Prepare slides, internal prep, & dry run.
What are the steps to prepare for a WOW demo?
Business goals vs Technical requirement discovery.
What is the difference between Sales and Engineering prep/strategy?
To gain an average 28% increase in quota attainment.
Why do companies use a sales methodology?
Surfaces the worst interactions sentiment for the day.
What is the Sentiment Monitor Card?
Dialer, xConnect, Virtual Agent
What are the 3 areas that have complexity concerns?
Pre-approval, internal prep, success criteria developed with SE, SE or PS lead determined.
What are the steps to start a POC?
Initial questions to understand the business vs technical questions needed to create a project scope and SOW.
What is the difference between the discovery and the scoping process?