Show:
CoS / Sales Process Terminology
Value Card Terminology
Qualification Terminology
Defensible Differentiator Terminology
General Terminology
100
In this part of the sales process, the Champion provides introductions to purchasing and legal.
What is the Propose Phase?
100
Open-ended, two sided questions that draw out customer pain points, PBO's & Required Capabilities.
What are Discovery Questions?
100
The individual within the customer's organization who has the final yes.
What is the Economic Buyer?
100
The mallet hits it once for every $10K we book.
What is the gong?
100
The AE / SE debreif on why the opp was closed, won or lost.
What is an exit review?
200
In this stage of the sales process, the prospects current state is identified.
What is the Discovery Phase?
200
A vision of how life could be better for the buyer after resolving the pain points.
What are After Scenarios?
200
This form helps you decide if an opportunity is good - or wood.
What is the Opportunity Qualifier?
200
Discovery questions re-purposed against the competition.
What are trap setting questions?
200
The answer to the question "who's doing this?"
What is nobody?
300
In this part of the sales process, the opportunity is weighed at 90%.
What is the Negotiate Phase?
300
The best dressed team in the office.
What is The Outfit?
300
The two types of pain listed on the Opportunity Qualifier.
What are technical pains and business pains?
300
Meaningful Customer Partnerships.
What is a Holistic Differentiator?
300
The champion provides names of signers.
What is customer verifiable outcomes?
400
The Karate Kid.
What is Dave Boffa's favorite movie?
400
How our solutions satisfy the Required Capabilities better or differently from the competition.
What is How we do it Better?
400
The fourth letter in MEDDIC.
What is Decision Process?
400
Proof that you have brought value.
What is defensibility?
400
The three competitors listed on the Value Navigator.
What is Nessus, Tenable and Qualys?
500
In this part of the sales process, the buyer does their vendor assessment.
What is the Positioning Phase?
500
The success measures the customer will use to gauge how well your solution satisfies the Required Capabilities.
What are Metrics?
500
The worst place to store cupcakes.
What is the toilet?
500
The attributes of the offerings that are different or superior to those of the competition in some specific way.
What are Comparative Differentiators?
500
The catalyst for the buyer solving the problem within a set time frame.
What is Pain?