ProActive Selling

BTL decision makers are typically end users and managers

Quantified Problem is the quantification of the ____ reason to change

The Lucidchart Resource Center provides hands-on training and an exclusive scoop on product updates

The Implementation Path is required in stage 4

The "S" in C.A.U.S.E. stands for

In a "Demo to Validate" we demo a few specific features

Quantified Cause is the quantification of the ____ reason to change

Speaking to past results, present situations, and future outcomes

The correct way to request professional services

A filing made by public companies to report their performance.

Includes on-boarding, training, integrations, etc.

An email sent to an ATL executive to keep them "in the know" about BTL conversations

The "A" in C.A.U.S.E. stands for

Quantified Solution is the quantification of the _____

Next/Next refers only to the immediate next steps following a prospect meeting

Homework for both you and the customer between meetings

The real reason the customer is willing to change

To request SE help

The "E" in C.A.U.S.E. stands for

In a "Demo to Educate" we show the prospect why Lucidchart satisfies customer needs

The Sales Stages focus on the seller's needs

BTL buyers think about the present "time zone"

Request Security Review info through the #security Slack channel

In a "Demo to Educate" we provide testimonials and proof of concepts

All three "time zones" have importance to the ATL (Past, Present, Future)

In a "Demo to Validate" we provide testimonials and proof of concepts

These represent the "Buying Cycle"

The team that can approve opportunities and deal structure

A Dragon is a significant pain point driving the business case

Opportunity to ask executives for help on a large deal

The "U" in C.A.U.S.E. stands for

ATL

ATL decision makers are typically managers and end users

Demo to educate is for BTL only

A commitment pattern used to help create buy-in on gives and gets

A Lucidchart account map is required exit criteria in stage

The date the customer starts implementing Lucidchart

Problem, Cause, Solution

CAUSE is

This tool allows you to browse Lucidchart use-cases, ready-made templates, and integration options

Tool for quantifying the customer's problems and your value

The "C" in C.A.U.S.E. stands for

The Internal Deal Review is for executives to review closed deals

Mutually agreed-upon series of steps or activities

Where you can find marketing resources such as case studies and internal messaging guides

To access account maps, login to your Lucidchart account and search by company name

BTL

Visual representation of the decision making process within an organization

Stories that build credibility through the buying process

For legal questions, you should

Custom work executed by Lucidchart product teams, SE's, or engineering teams for the customer

The I-Date is NOT the close date

The SE team specializes in discovering and demoing strategic uses of the product for customers

These include O365, Confluence, Salesforce, AWS, etc.

A Pre-conditioning Email outlines "gives and gets" after a customer meeting in preparation for the next

A comprehensive report filed by a publicly traded company, required by the SEC

ATL initiatives based on opportunities or challenges