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The Qualified Sales Leader - Coggle Diagram

- - - - You've won when the reps no longer need you.
- - - - Economic Buyer Meeting
        
        Validation Event
        
        Business Case and Final Proposal
        
        Negotiate and Close
        
        Do not rush, you have time. Use urgency to your advantage as you have set a TIMELINE of Implementation with the EB and have created a compelling business value case.
        
        Talk in Business Terms from their perspective -> Gains this, Lower this, Social Proof with other similar cases, let them talk to champions from other companies, Include an implementation plan as well.
        
        Agree to terms and conditions of POV with the EB that are tailored pretty much to your differentiators Set a time frame as well. -> So that you can actually win, summarize the value benefits and agree for a PO if the POV is successful.
        
        Is the person with the discretionary use of funds.
        
        Give them a summary of the gap analysis, what's current and why it's bad what ought to be done to be better + social proof with case studies. High level overview of proof of value basically.
        
        They ask -> How much, soon, sure and easy?
      - Do not prove technology, PROVE VALUE.
      - Cost Justification -> as is and to be metrics 2. POV Plan that relates POV Criteria to the Cost Justification 3. Preliminary Pricing Proposal based upon the preliminary cost justification.
        
        The gate closes when we have a clear alignment of their pain and our solution, clear down side of them not buying and quantifiable cost justification.
      - Finding Champions
        
        Who works on critical projects, got promoted, new initiatives, makes key company decisions, made last detrimental purchase, whose statements are most influential, who asks most probing questions, who are people mentioning as having influence?
        
        Build a power Matrix -> Technical Champions a lot of Influence low Authority, and Business Champs lot of Influence and Authority.
        
        Champions get -> Recognition, Status, Control, Productivity & Promotions.
        
        Champion Builders are selfless
        
        They look for -> Business Value of Solution, Performance Value of the Company, Experience Value of the Salesperson
        
        You should test your champions -> By walking away/Asking questions about the sales process, decision makers etc.
    - - Find Pain -> Allows to Find Champion -> Gets to Economic Buyer -> Deal Close.
        
        Pains -> Regulation, Competition, Security, Productivity-Cost-Quality, Reputation
        
        Exec Levels - Care about REVENUE, RISK and PROFITABILITY.
    - - Questioning -> Listening -> Confirming understanding -> Feeling IN A LOOP.
        
        The gate of this stage is a confirmation email + Next meeting set up.
  - - - Target Pain Points that the Differentiators Solve
        
        Map Pain Points to Specific Use Cases
        
        Quantify business benefits of solving pains in each use case.
        
        List the negative consequences of customer not solving the pain
        
        Discover companies/industries which have those specific use cases.
        
        List the specific personas that own those use cases
        
        1 more item...
    - - Reps should have -> Intelligence, Persistence, Heart & Desire, Coach-ability and Adaptability, Integrity and Curiosity.
        
        And ofc Execution Experience
        
        Teach them one skill & REPEAT it till it's in their core.
  - - - Economic Buyer
        
        Decision Criteria
        
        Decision Process
        
        Identify Pain or Initiative
        
        Paper Process
        
        Champion
        
        2 more items...
        
        Do you know how long the process is? -> Has your champion been through it before and do they know how it exactly goes? -> Meet with their legal, procurement etc. -> Ask others who have been through it.
        
        Why do they HAVE to buy? Why do they have to buy from US? Why do THEY have to buy? Why do they have to buy NOW?
        
        Page 273 For Questions. -> If you do not have answers to these categories, you're still in Discovery.
        
        Specific people, events and time frame -> When the company selects the product.
        
        These must be in your favor always.
        
        Has access to funds and is the ultimate stamp of approval for a deal.
      - You must be able to build the current and future state with metrics.