TOP 20% MAKE 80% OF SALES
How do you change the culture dynamics and tip scales in your favor?
1
METRICS
Do you know the right questions to ask and have you done proper research?
- What is the benefit to your prospect?
- What metrics can we quantify?
- What is economic justification in the mind of your prospect?
- What is the criteria for success?
2
ECONOMIC BUYER
Who is the economic buyer...the ultimate decision maker?
- Who has the budget?
- Who is the economic buyer?
- What are their expectations?
- What are their sources of budget or finances?
- Have you met them?
3
DECISION CRITERIA
What is the decision criteria and how will you satisfy the requirements?
- What is the decision criteria for evaluation?
- Is there other criteria for the purchase or subscription?
- Who set this criteria?
- Are there any economic barriers? Political barriers?
4
DECISION PROCESS
What is the decision process from evaluation to committed decision?
- How is decision made?
- Is it informally or formally done - describe the process?
- Who has the power to make committed decision?
- Who is the sphere of influence?
Redefining
the
Performance
Curve
5
PAPER PROCESS
Do you know the decision signing process for paperwork?
- What is the path to a signed contract?
- What are the internal approvals? legal, security, CFO, CISO, etc.
- How does this work across a timeline?
- Who ultimately approves purchase - that ultimate final signature needed?
6
IDENTIFY PAIN
Did you identify and confirm pain points throughout buyer journey?
- What are biggest pains we can address?
- Are the pains obvious to prospect?
- Can pain be measured in ROI?
- Who benefits from solution?
- What happens if pain not addressed? fines, CX, cost-to-do-nothing...
7
CHAMPION(S)
Do you understand who has power and influence to sell us internally?
- Who are most important people to drive "win" decision?
- Do they have power and personal motivation? Why?
- Will they sell for you when you aren't there?
- What do they need to effectively sell internally?
8
COMPETITION
Who are competitors -ikely more than just other solution options?
- Is competition talking to prospect? What are strengths & weaknesses?
- Are there projects or initiatives competing for same budget?
- Are there individuals that are champions of incumbent solution?
- Prospect considering their own "build"?
Value Positioning
Disrupting the Aggressive Market
Competition
KNOW THE COMPETITION!
What is their completeness of overall CCaaS, SaaS or CPaaS vision?
Are their gaps in delivery by competitor?
What is the reality of GTM for visionaries?
What are gaps from niche players?
Do you have your playbook on how to win?
What are partnerships in the vision that may help close gaps?
Differentiate
BUILD PLAN TO DIFFERENTIATE
What is the cost to do nothing? This may be your strongest competitor!
Can you build a quantifiable ROI to differentiate and track success?
What are your DIQs and 10% Messaging? How will you use them?
Have you aligned the customer needs to value using your solution / platform?
Are you prepared to go to battle with value wedges versus feature parity?
Have you done your research?
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Be Your Best Self
PEOPLE BUY FROM PEOPLE THEY TRUST. HAVE YOU BUILT TRUST?
How will you be memorable in a sea of "similarities"?
Have you built your win themes and team?
Have your prepared your value wedges for the industry or vertical?
Have you scheduled and hosted briefing and debriefing sessions?
Do you know the audience - titles, roles and goals? Does agenda align with audience?​
