SALES
The statistics that TC shared showed that most of SC time is spent on these kinds of opportunities.
What is New Logo?
The Accruent office reservation, the swag, the breakfasts, lunches, dinners, and our activity has been graciously organized by this amazing person.
Who is Lynn Haskin?
In planning for your next demo, Jason gave us homework on how to improve our next demo. By implementing these improvements, we can show that "Thoughts are useless without ______."
What is Action?
In the Value Selling presentation, Travis Bailey is quoted as stating the value discussion right after this.
What is right after Hello?
Jennifer's "Product Launch Deliverables" presentation talked about lessons learned from launching this product and built a general plan for product launches going forward.
What is RedEye?
These are industries and customer types that we effectively address customer needs and win opportunities.
Wha are Win Zones?
Insights 2024 will be held in this city in late September.
What is San Antonio, TX?
For the 2nd half of the year, TC suggested that we talk about NPI (New Product Innovations) with this euphemism: "Sell the ____, not the steak."
What is Sizzle?
The SC Summit has been held in Austin, and this is considered to be the highest point within Austin City Limits.
What is Mount Bonnell?
The name of the project given to the focus by Product and Engineering team to fix bugs in our line of products.
What is Project Raid?
According to TC, selling with this is our secret weapon.
What is Value?
Jason & Dave discussed that Global Solution Architects do what's needed to help Accruent achieve this.
What is the Technical win?
Pete recommended that we demo how our solutions can be tailored to the customer's needs by showcasing this.
What is Flexibility?
One of the first to make use of the phrase "Wacka! Wacka!" ... with a helping hand.
Who is Fozzy Bear from The Muppets?
In seeking an ideal demo environment, this product has the most gaps identified. Jennifer was kind enough to list them.
What is FAMIS?
Pete discussed the SC Role at Accruent is important for _____ & Customer Satisfaction.
What is Revenue Growth?
In the Rules of Engagement, Burke mentioned that SC Ownership of opportunities includes this analysis, along with the SER process, and other things.
What is Win/Loss Analysis?
This is one of the activities that Global Architects are working on to better estimate how well-qualified opportunities are.
What is Fit Score?
Golf originated in the 15th century in this country, and the 18-hole round was created at the Old Course at St Andrews in 1764.
What is Scotland?
In the Proposals Update, Jack mentioned that is has been quite some time that Product has provided these to the team.
What is a Road Map?
In the 2023 Sales Process, these two late stages currently have no defined SC activities.
What are Stage 6 & Stage 7?
A value proposition helps the champion at the prospect create this in order to rank their investment with Accruent vs. others vs. doing nothing.
What is a Business Case?
The O-P-C question process includes these types of questions: Open, Probe, and ____.
What is Confirm?
On the American Film Institute's list of "100 Heroes & Villains," this is the only character to appear on both lists.
Who/What is The Terminator?
Richard Leurig mentioned that SCs provide valuable customer and prospect feedback [to Product] via this process.
What is VoC (Voice of Customer)?