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Map to Money (start from 20K) - Coggle Diagram
Map to Money (start from 20K)
First call (Validate if there is an opportunity/ need for change)
Second Call/ meeting (Validate if the solution fits/ start technical win)
Move towards the technical win/ Business win/ Discuss MAAP
Technical win (You want to set a meeting with your CP to
validate the points above to get the technical win)
Checklist
Define players
Champions
Nervous Nelly
Haters
Write up business justification
Stages / state
Unknown
Change the rules
Get to know the business people in case you need to make a end run
Find out the who and what
Not winning
Change the rules
Work the business issues
Who and Why?
muddy the waters
Future
Delay
Favorite
Coach on what to say to competitors
End run prevention
Muddy water prevention
Dominate their time
Write up business justification
Set the following meetings
Meeting with IT to smooth out requirements
Bi weekly calls with Champion to define Business justification
Business sale
Define pricing
How many users?
Planning
Implementation plan
Define Players
Who signs the deal off?
Set up introduction calls
Introduction call checklist
Who else do we need to meet?
Write up Business justification
ROI
Goals to meet
How does our solution fit in
What problem does our solution cover
Set following meetings:
Introduction to Exectuive to discuss pricing
Call with Procurment if necassacry
Call with Legal
Next meeting ideas
Introduction to team
Introduction to manager
Introduce MCP/ MAAP
Outcomes second meeting
How does our solution fit their needs
Define next steps
Validate if our solutions fits
Overview of financial part/ how many users
Potential Planning
Need to know after meeting 2
Solution fit
Next meeting scheduled
First financial part/ user overview
Prepchecklist
Meeting accepted
Demo environment
Prep checklist
Research
Check website
Linkedin
Commonalities
Review history
was there contact before you first came in?
Meeting
Is there a set agenda
Check up equipment - Zoom etc.
Context
Ideal situation
Is their a compelling event?
Current situation
Best Questions
Diagonose pain/ pleasure
What is the biggest challenge for you personal?
Where does your processes get stuck? What does this mean?
Impact
What will be the impact of doing nothing?
How widely known is that pain in your organization
Openers
How many sites, team members, kind of certifications
Why change and why now?
Need to know after call 1
Current situation
Clear indepth understanding of where the processes get stuck
Need for change
Potential solution
Range op pricing
Next meeting ideas
Demo with the team
In depth session to get an better understanding of their current processes
Post call review
What could I have done better?
How did I miss judge the situation?
Was I prepared enough?
What lessons did I learn and relearn>
How did the call match my expectations?
What went well?
What can I put into my precall plan to prevent bad things from happening?
Laws
Divide and concur
It is not the product
Nothing happens unless you make it happen
If you know what is going to happen then you know what to do
What is not overtly positive is covertly negative
You know how to sell but the prospect does not know how to buy
Everyone will do what is best for themselves
Set the rules and be prepare to change them
the law of conservation of misery