Sales Process

Question 1

What are the key activities performed in Stage 6 (Won)

Accepted Answer

Schedule post sale debrief, CSM handoff meeting (if applicable), Take a week of PTO, Take your champion out to dinner

Question 2

What are the key activities performed in Stage 1 (QO/SAO)

Accepted Answer

ADM/BDR qualification, Opportunity created in SFDC, Initial meeting with prospect and AE, JTBD created in SFDC

Question 3

What are the verifiable outcomes found in Stage 6 (Won)?

Accepted Answer

Onboarding resources delivered, Contract signed, Celebrate, Group plan created

Question 4

What are the verifiable outcomes found in Stage 1 (QO/SAO)?

Accepted Answer

Next steps scheduled, Goal, problem, need identified

Question 5

What are the verifiable outcomes found in Stage 3 (Solution Development)?

Accepted Answer

Champion validates business case and Executive sponsor deck, Solution development w/stakeholders, aligned w/PS resources (SA), Champion agrees to sponsor a meeting with the decision maker

Question 6

What are the key activities performed in Stage 5 (Negotiate)

Accepted Answer

Proposal delivery and discussion, Create SOW as needed, Negotiation on terms and price

Question 7

What are the verifiable outcomes found in Stage 2 (Discovery)?

Accepted Answer

Champion has been identified and engaged, Initiative and GPN(s) validated by stakeholders, Decision criteria and process identified

Question 8

What are the key activities performed in Stage 4 (Propose)

Accepted Answer

JEP co-created with customer, Business case and executive deck presented, Success metrics/implementation plan created, Cost/Benefit ROI/TCO delivered

Question 9

What are the verifiable outcomes found in Stage 4 (Propose)?

Accepted Answer

Success metrics agreed upon, Gained executive sponsorship, Tentative close date identified

Question 10

What are the key activities performed in Stage 3 (Solution Development)

Accepted Answer

Pilot setup (if applicable), Demo (with SA if applicable)

Question 11

What are the key activities performed in Stage 2 (Discovery)

Accepted Answer

Goal confirmation letter sent, Solution development conversation, Product overview and walkthrough, Discovery conversation

Question 12

What are the verifiable outcomes found in Stage 5 (Negotiate)?

Accepted Answer

Key stakeholders confirm proposal requirements, MSA and order form delivered, Confirm budget and close date

Sales Process

Questions 12

Sales Process

Questions 12