Show:
Sales Methodology
Pain
Prospecting
Discovery
SPEED3D
100
What percentage of customers are not looking for new software
What is 90%
100
These are the three levels of pain
What is latent, admitted, vision of a solution
100
Purpose, Process, Payoff are all part of
What is the Three P's of Pre call planning
100
Increase New hire productivity is a potential one of these in value based selling
What is a business objective
100
This person can be used to help you plant criteria with your prospective buyers
What is your champion
200
Buyers are most concerned with the solution to their problem during which stage of the buying process?
What is Evaluation/Proof
200
Pain is something individuals are
What is hired, fired, and measured on
200
The second part of a winning equation for a cold call
What is elevator pitch or why you, why you now?
200
What is a mechanism to help qualify an opportunity?
What is the discovery call
200
This is what all of the letters in SPEEDDD stand for
What is sponsor, pain, eliminated competition, economic buyer, differentiators, decision criteria, decision process
300
This is the probability given to the negotiating stage of the BH sales process
What is 75%
300
In the pain chain the ______ becomes the _____ one level up
What is pain, reason
300
This is what AIDA stands for
What is awareness, interest, desire, action
300
This is the concept of selling by presenting value
What is value based selling?
300
SPEED3D can be used in this scenario when you present a deal to the executive team
What is deal review
400
This comes after qualifying in the sales process
What is Developing
400
This is usually increasing, decreasing, or a compliance issue
What is pain
400
80 percent of sales take a minimum of ______ touches to be successful
What is 5
400
This is the first rule to a discovery call
What is listening
400
The fact that we have fully functional mobile capabilities that allow for true security and editing capabilities is what in SPEEDDD?
What is a differentiator
500
This is the percentage associated with the Proving Stage in our weighted pipeline
What is 50%
500
This completes the sentence "no pain,....."
What is "no change"
500
These are ways to connect with prospects besides calls and emails
What are linkedin, twitter, other social media, sharing items....
500
These are the three pieces of the structure of a discovery call
What are business objectives, current process, company information
500
True or False: SPEEDDD is only useful in enterprise and field level deals
What is false