WCS Overview
The primary goal of the Winning Complex Sales (WCS) methodology is to improve these two aspects of sales performance. Name one.
Improve win rate and forecast accuracy
The WCS Opportunity Roadmap breaks a complex sale into a series of stages. How many stages are in the WCS Opportunity Roadmap?
Five stages
Who in EADUC is the final approver – the stakeholder with ultimate decision authority.
The Decider
How many types of value propositions are there?
Two: Individual and deal one pager
Rather than feature-by-feature selling, WCS competitive strategy urges sales teams to focus on differentiation beyond ____.
Beyond features
WCS is not a standalone tool – it’s built into our sales process. In fact, reps access WCS tools (Scorecard, Road Map) from within this enterprise system.
Salesforce (OneSFDC) – via the Opportunity record
The first stage of an Opportunity, focusing on qualifying, is called this.
Identification (initial qualifying stage of a deal)
Who is responsible for evaluating alternative solutions?
Assessor
Name two of the individual value proposition templates?
Synthesis of business goals, key decision criteria, solution description, benefits of solution, or differentiators.
The WCS Road Map includes a Competitors section. Why is recording and analyzing competitor info valuable for the sales team?
It helps us see where we win or lose against rivals and prepares us for objection handling, improving our competitive approach.
WCS uses a Scorecard to assess deal health. Historically, opportunities that scored above this threshold on the WCS Scorecard have a significantly higher chance of winning.
70+ points on the WCS Scorecard
What is one benefit of using the WCS on a deal?
This process can improve win rates, gain competitive advantage, improve teamwork, increase forecast accuracy and sustainable impact.
Why is it critical in WCS to identify and engage all five EADUC roles in the customer’s Buying Center?
Because each represents a key stakeholder in the decision, and missing any one can derail the deal – engaging all is critical for success
Focusing the sales conversation on value (as WCS advises) instead of on price or discounts has what effect on the deals financials?
It often leads to higher margins, since the customer is buying on value delivered rather than price alone
A competitor is offering more features at a lower price. Instead of engaging in a price war, WCS best practice is to double down on which approach to win the deal?
Differentiation. Emphasize our unique value is an approach that keeps us out of a price war and supports better margins.