Sprint Selling
What is the required outcome of every Sprint selling conversation?
Advance
This type of question is designed to get prospects talking and uncover potential pain (never ending in a yes or no).
Open ended question
What is the primary goal of a discovery meeting?
Understand customer, uncover pain, etc
All calls should be executed here.
Gong
Name the flagship product of Blackbaud.
RENXT
Which sprint phase focuses most on customer research, planning, and strategy?
Prepare
This is the primary goal of a first prospecting conversation.
Set next steps
What type of discovery question is designed to get detailed, qualitative insight?
TED (tell, explain, describe)
How do you engage a solutions consultant?
Submit an ops request
Where do you go to log volunteer hours or look for volunteer opportunities?
Blackbaud Cares
What type of sprint is used to uncover, validate, and quantify customer pain?
Pain
How do we measure your outreach in Gong?
Activity volume (calls, emails, voicemails)
Why are quantitative questions critical during discovery?
To build value, justify pricing, etc
Where do you go for help with pricing?
Sales support
When was Blackbaud founded?
1981
What skill ensures you get feedback from the buyer to guide your next move in the sprint?
Checking
Which step in the cold call script is designed to surface challenges the prospect may be experiencing?
Pain Bucket questions
What is the biggest risk of completing a discovery meeting without quantifying pain?
Price objections, weak value, stalled deal, etc
Name a pricing negotiation tactic you can leverage before discounting.
Net terms, co-terming, phasing, Leaf financing, etc
What was Blackbaud's first product?
Student Billing for the Nightingale-Bamford School in NYC
Name the two main parts of a Power Sprint.
Find power and access power.
What is the biggest mistake sellers make when personalizing prospecting outreach?
Leading with product
If a prospect describes challenges but cannot articulate impact or urgency, what should a seller do next?
Dig deeper with follow up questions
Why is an opportunity NOT "closable" if power has not been involved even if discovery and value work are complete.
No authority to buy
Name at least FIVE verticals Blackbaud serves.
A&C, NP, Faith based, Foundations, Healthcare, Higher Ed, K-12, Companies