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8 Cards in this Set
- Front
- Back
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Past Experience with ISDC |
They have used us before, know somebody who currently uses us, or called a reference of a happy customer who validates our technology |
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Critical Business Issues Discovered & Defined |
Where they know they are broken ....and possibly where they are bleeding but DONT KNOW they need help until you bring it up |
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Compelling Event on their company calendar |
Something already on their calendar over the next 2-4 weeks(SMB), 2-4 months(MM) or 6 months(Enterprise) |
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Decision Maker Identified & Process defined |
We ask how their decision making process works for things like their CRM purchase. We clearly identify who makes the final decision and who signs the check. May be same person for SMB |
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Have ability to Pay for our solution |
Discussion around ability to pay could also include helping them reallocate misspent money and ROPE/ROI (Return-on-problems-eliminated and Return on Investment) |
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Stated Timeline for moving forward w ISDC |
Executive Sponsor(not Sales Manager) states the clear intention of getting something done by a specific date....should be accompanied with Compelling Event just to validate the reality of the decision |
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Consensus amongst 1-2 Executives |
More than a single point of contact for 80%+ of all SMB deals that agree and confirm they both agree on value proposition |
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Clearly Defined Mutual Expectations |
We agree to implement our technology and provide 2-3 measurable improvments on things like dials, contact rates, conversations, decreased response time(Master Case) We agree to implement, train, configure, support THEY AGREE to lead employees through change and get them to UTILIZE the technology or be fired or moved to a non-sales team |
