Top X concept definitions
Top X target, Top X opportunity, Top X Account
What are the 3 types of Top X?
It is the name of the dashboard to review your funnel health and strategically select your Top X
What is Funnel Health Management 2019?
The sales stage that is defined as an idea, lead, target or aspiration where the client has not yet confirmed a need
What is a SIT 6?
It’s the tool to help me get prepare to reach out to a C-Level contact and find usefull information per vertical
What is the Sales Messaging playbook?
It’ s the number of days that I should renew my TOP X
What is 30 days?
It is not defined and it will vary based on your current funnel health and performance
What is the signification of X in the TOP X concept?
This concept will help me build a healthy funnel (QQBV) and help me to better manage my time
What is the discipline of Top X?
It isn’t an opportunity that is about to close. It isn’t necessarily your largest opportunity. It isn’t necessarily your must win deals for the year
What Top X is not?
Methodology to help you prepare to have a business transformation conversation
What are White board, 2 minutes story and conversation plan?
Looking back at last month TOP X
What should I be doing with my leaders before selecting my current month TOP X
This is a prospect that you want to initiate a business transformation conversation to generate opportunities
What is a Top X Target?
I leverage this when I have a problem in the quantity of opportunities in my funnel and I want to penetrate new accounts.
What is Top X Target?
At the end of WD1, this should be communicated to my leader
What is my Top X selection and my calendar?
The tool I leverage to help me build my account strategy to focus on growing relationship and generating new opportunities?
What is Altify Account Planning(Smart Account Manager) ?
Those are the 3 questions you should prepare to help prepare you to have a business transformation conversation
What is Why Change? Why Now? Why TELUS?
This is an existing customer that you want to expand portfolio by generation new opportunities, create new contact or penetrate new line of business
What is a Top X Account?
I leverage this when I have a high volume of opportunities in my funnel, but low velocity
What is Top X Opportunity?
This is the ideal SIT stages to develop your opportunity strategy to influence and increase your odds of winning.
What is SIT 5, 4 or 3 (Top X opportunity)?
I need to provide results of my research, my 2 minutes story and my 3 Why
What is the pre-work required before meeting my leader for a Top X target coaching call?
They are the 4 business initiatives to research on to start a Transformation Conversation
What are the Employee Engagement, Customer Experience, Optimizing Operations and Expanding the Business?
This is an existing opportunity in your funnel ideally in early stage that you want to influence and make progress
What is Top X Opportunity?
I use this to focus on generating opportunities in one of my existing customer to have a better coverage and expand my relationships
What is Top X Account?
To find evidence of business transformation, prepare your 3 Whys and SECURE A BX MEETING
What is the outcome of a Top X target?
Fields Next Step and Next Step Due date (for Opportunities with no TAS plan)
What are the SFDC fields to identify what you are committing to do in the next 30 days?
The process of which priorities you are focused on become the priorities of your manager, director, VP, and SVP
What is Top X roll up process?