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Blue Sheet/Strategic Analysis
Green Sheet/Meeting Planner
MH Playbook
CRM Rules of the Road
Funnel Score Card
100
Economic, Technical, User and Coach
What are the buying influence "roles" in the buying process?
100
Must tie back to the buying influences "concept."
What is the valid business reason?
100
A living document that codifies success.
What is "the playbook?"
100
Research accreditation status, identify aligned certification exams and create a solution image for win-win results.
What are action steps in the identify and qualify stage?
100
100
What are the total possible points allocated in a FSC?
200
Their focus is the end result...
Who is the "user" buying influence?
200
"So What?" & "Prove It!"
What are the two things I must do to qualify my unique strengths?
200
Prioritize clients worth relationship development.
What is identify?
200
Actively work to schedule a conversation or meeting/ evaluate competitive landscape/identify budgeting processes.
What are action steps in the "define" stage?
200
Universe, Above, In, Best Few and Order
What are the "places" in the funnel?
300
H,M,L
What is the degree of influence?
300
Fix, accomplish or avoid...
What are the things the buying influence is seeking to do as demonstrated by their concept?
300
Selling step in which an account/user confirms application/approval.
What is influence?
300
Opportunity should be placed at 50%.
What is the influence stage?
300
Improved decision making, selling time is focused, provides consistency, reinforces company investment in MH, improved decision process around sales.
What are the "key outcomes" or purpose of the Funnel Score Card?
400
Must be specific, measurable and definable.
What is the Single Sales Objective?
400
This action lets the buying influence know I am not going to make assumptions.
What is starting the meeting with a confirmation question?
400
Selling step in which we eliminate any remaining uncertainties.
What is influence?
400
Complete at least one meeting or presentation with EBI, TU and Coach with an SSO identified. Opportunity should be placed in CRM at 25%.
What is align?
400
"Is this good business?"
What is the "theme" of the business criteria questions?
500
Must be assigned and completed within 4 to 6 weeks.
What is the "Best Action Plan?"
500
E,T,U,C
What are the abbreviations for the buying influence roles?
500
Onboarding, define customer success criteria, monitor results and outcomes.
What is implement and/or closed?
500
In order to move an opportunity to 75% what steps must be completed?
What is receive a site application, agree on final products and agree on final pricing?
500
There is never enough selling time. Therefore, sales activities must be focused on the best opportunities and right sales activities.
What is the basic premise of the Funnel Score Card?