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"Backbone" Win! Have Fun! (Improve Sales Process "…
"Backbone"
Win! Have Fun!
Improve Sales Process
"Maximise Results, Minimise Effort"
Improve Presentations
Review Product Pitch
Adestra
Localytics
R&R
References
Review Sector specific
References
Proposition
Anecdotes
Upland CXM Branding
CXM value
Corp Intro
RFP
Proposals
branding
template proposals
Improve Process
MilestonePlan
Quality Review
Commercial Review
Technical Review
Learrn
Bid/NoBid
PostMortem
Create Template RFP
Current Best Content
Commercial
Promotional
Technical
TailoredContent
Exec Summary
Implementation plan
Business Objectives
Improve Qualification
Prospect Fit Metrics
Volume
Geography
useCase
Red Flags
Demo
Lite (Sales)
Full (SC)
Ensure Demo for all target propositions
LeadGen
Define BD qty & qly metrics
Align resource to Target requirements
Quarterly Review & Kickoff
Learning
What worked/failed last year?
Any repeatable campaigns/upgrades?
AE present plan for qtr
Target / Gap
Support Needed
Marketing Campaign
BD Campaign
Mgmt
Budget
Define Team Sales strategy
"Focus"
Autonomy
Hospitality Budget
BD ownership/SLA
Event Budget
Learning
Any repeatable campaigns/upgrades?
What worked/failed last year?
Target Markets
Define who to ignore
Define who to target
Partners?
What propositions?
VOC
Adestra
Localytics
"Sentiment Driven Marketing"
Tactical Upsell
Discover
FrontLine/Disover Audit
People
"Look after your people"
Motivation
Review Target
Review Sector
Team Management
Decide on training/skills needs and book
Understand individual aims & desires
Understand any personal challenges
Establish personal reviews
Process Hygiene
Clarify expenses policy/approval process
Clarify holiday booking/approval/etc
Clarify Com payment process
NewCo
"There are known unknowns"
Understand product impact
Understand Team Impact
Maximise sales results