technical execution

 Technical Execution

• Discovery calls/Meeting 

• RFI/RFPs

• Standard Presentation and Demo (Avoid, but sometimes needed)

• Custom Demo (Better option than PoC at times)

• Proof of Concept (PoC) - (Expensive but cannot avoid at times)

  • PoC use case document - Business Challenges, Use Cases, Success Criteria, Timelines 

  • PoC Daily Reports - Status 

  • PoC Demo Handbook - PoC Solution Architecture, Use cases Implementation

• Product BOM

• Initial Sizing Estimation / Ramp Plan 

• Pricing Estimation 

• Post Sales 

  • Design Phase 

  • Implementation Status 

  • Support Escalations

  • Capacity plans

 Books 

Sales Methodologies

• Force Management - Command of the Message

• Negative Consequences 

• Minimum Required Capabilities (MRC)

• Positive Business Outcomes (PBO)

• MEDDIC - MEDDICC - MEDDPIC

  • Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion (MEDDIC)

  • Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competitor (MEDDICC)

  • Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion  (MEDDPIC)

• MANTRA

  • "What I hear you saying Mr./Mrs. Customer is that these are the Positive Business Outcomes you're trying to achieve ..

  • In order to achieve these positive business outcomes, we agreed that there are the Required Capabilities you're going to need ...

  • And you'll probably want to measure these required capabilities using these Metrics ....

  • Let me tell you How We Do it ...

  • Let me tell you How We Do It Better / Differently ...

  • But don't take my word for it ... (Proof Points)"

• BANT - Budget, Authority, Need, Timeframe

• 5 Symptoms of Seller Deficit Disorder - how to overcome them

  • Buyer Don't Belive you Understand the pain

    • T - Tell me

    • E - Explain to me 

    • D Describe for me

    • Trap Setting Questions

    • Differentiators - Unique, Competitive, Historic 

    • Need  - Solution - Risk

  • You have limited access within Buyer's Organization 

  • Your Solution is Perceived as Expensive

  • Your prospect can't differentiate between Competitive Offerings

  • You aren't Clearly Articulating Value 

  • Don't let the Competition get the Best of you

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Communication / Presentation / Demos 

• Talking to Business

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