Day 4 Flashcards
Global Sales Framework (7 steps)
Challenge Recognise Consider Evaluate Select Negotiate Purchase
BANT
Budget
Authority
Need
Time Line
MEDDIC
Metrics Economic Buyer Decision Criteria Decision Process Identifying Pain Champion
What should the manager do at each selling phase?
check the PROOF POINTS
what is MAP?
Mutual Action Plan
Funding - what kind of Sign-off bottlenecks can occur?
Global vs. Local (B/L)
Function vs. Function (F/F)
Inside vs. Outside (I/O)
Centre vs. Business Unit (C/BU)
Funding - Budget Status - check
Budget approvers identified
Budget sign off process identified
Budget approval status verified
Budget size verified
Funding- Investment constraints identified - check
Phased Investment, limited to current year?
Funding source
Priority of Investment
ROI constraints
What is a compelling event ?
A compelling event is something that’s going to happen and bears serious consequences for the Customer (and / or the main purchasing and Decision Making Customer Stakeholders) on the day of the event, if certain criteria are not met.
What composes a Compelling event?
- deadline
- serious consequences
- you can remedy the pain
where is the Value Edge?
where Your Solution intersects with Prospect Needs
What are The Business value drivers?
The Business value drivers are the key KPI’s that will be positively impacted through the deal. The business value drivers must be relevant for executives. They should preferably be quantitative, but qualitative can be acceptable in certain cases.
What is The Stakeholder Strategy ?
The Stakeholder Strategy incorporates the identification of stakeholders in the Customer’s organisation, an understanding of their relevance to the outcome of the deal and a plan to engage with them. For each stakeholder it is important to understand the business drivers relating to them, their interests and attitudes towards the Value Proposition.
Competitive strategies include:
Offensive frontal Defensive protect Flanking (shift focus) Occupy Niche fragment Develop Retreat
VALUE – is comprised of the following elements…
VALUE – is comprised of the following elements:
Content – Industry knowledge, best practices, proprietary methodologies, leading edge processes
Capability – Skilled staff, contact network of industry leaders
Compelling Case – the ability of a partner to articulate SAP’s unique value proposition
ontent – Industry knowledge, best practices, proprietary methodologies, leading edge processes
Capability – Skilled staff, contact network of industry leaders
Compelling Case – the ability of a partner to articulate SAP’s unique value proposition