STAGE 02
Impact Analysis
Embedded Files
OBJECTIVE:
Build, Credibility, Listen, Challenge, Understand Business Needs
COMPETENCIES AND SKILLS:
Vision Match, Designing a Solution, Storytelling, Commitment
KEY ACTIVITIES
[Pre-Meeting]
Revalidate stage 1 activities
Validate presentation approach with champion & agree on agenda
Align internal business partners on deal strategy and value drivers
Find aligned similar customer success stories to present
Adequately prepare with Tech Sales, SMEs, Research Services
[Solution Presentation]
Reiterate Value Drivers
Adjust to industry Terminology
Share customer success stories
Emphasize business impacts
proactively set traps
Understanding of scale on complexity
Restate pains
Tie solutions to problems
Review relevant differentiators early and often
[Champion Debrief]
Update mutual activity plan
Ensure vision resonation with stakeholders
Schedule next event
SYSTEMS & TECHNOLOGY
Sales References
Stakeholder Map/Org. Chart
Mutual Activity Plan `(MAP)
CONTENT / ASSETS
Sales Decks
Case Studies
Analyst Research
VE report
ROI Mode
ONGOING ACTIVITIES
Salesforce is updated Timely and Accurately
Identify: Key stakeholders, budget, timeline, competition, and potential partners
Seek Champion, inner circle, influencers
Validate win themes, strategies
Confirm insight, relationship maps
Update mutual activity plan
EXIT CRITERIA
Do you understand the notional pricing and customer budget?
Do you understand the value proposition?
Does our solution address the entirety of the customers needs?
Draft Mutual activity plan
Do we understand why would we win?
Do we want to proceed with this opportunity?
Salesforce required fields:
Compelling event that justifies the timeline and Close Date
Pre-Sales Requests
Data Partners Information, including, existing partners & services and required partners & services
Opportunity Products
Opportunity Pricing (fully updated from sizing questionnaire)
Pricing Approval
If you can answer all of the above please proceed to Stage 3 - Define Solutions/Proposal
Page updated
Report abuse