Elevated Sales Flashcards
What does the potential recession mean?
How are these trends shifting the industry?
How does work still get done?
Why are we moving towards “Outcome as a service” Model?
- What is the percentage growth of in contingent workforce spend under management by CWM Providers (Contingent workforce management/Managed service providers in service procurement/SOW?
- What is the spend growth for services procurement/SOW Spend?
What are the benefits of SOW/Services Engagements?
Why Services for you and Actalent?
What is the consulting Mindset?
Continuously challenges the status quo and courageously investigates problems to uncover how things can be improved
How do you build Strong Client relationships?
What are the attributes of a consulting Mindset?
What are the 5 steps in the consulting Mindset?
What are the client’s perspective on staffing?
What are scenarios a client would benefit from a services model?
Framework: Talent Channel Based on Nature of the work. What are the the four buckets?
How can organizations get work done besides hiring direct, utilizing other groups, or working overtime?
What are the goals/needs and pains of Procurement/Human Resources, Business User - Champion, Business unit owner - Economic Buyer?
Future Project, Program, Product, Budget problem question
What is COPE?
What are Actalent’s Delivery Models?
Define each of Actalent’s services Deliver Models
Which scenarios are more likely to drive managed talent solutions vs. Project based consulting services or engagement services?
What are the benefits of Actalents internal value - Services Delivery Team?
What are the external benefits of Actalent’s service delivery team?
How does Actalent Delivery Positively Impact Clients?
How Does Actalent Delivery positively impact our consultants?
Who are Actalent’s Key competitors?
Why Actalent performs services using an SOW
Reasons why clients buy on SOW
What are the critical components of a SOW?
What is Actalent’s Strategy for our Three C’s?
What are our Three C’s?
What is the Actalent way?
Actalent Business Cycle
What does PEQ mean?
Prospect, Engage, Qualify
What is Prospect and what are “Elevated” BD behaviors associated with it?
What are the elevated BD Behaviors tied to Prospect client selection?
Why is it important to be the SME?
What are some ways of becoming an expert?
What are elevated BD behaviors tied to Prospect - Competitive Landscape?
What are elevated BD behaviors tied to Prospect - Operational Landscape?
What are elevated BD behaviors tied to Prospect - Political Landscape?
What are elevated BD behaviors tied to Prospect - Economic Landscape?
What are internal “Elevated” BD behaviors for Prospect?
What is Engage and what are elevated BD behaviors tied to it?
Elevated Sales behavior for Engage?
What is are pre-meeting “Elevated” BD behaviors?
What are Questions to uncover Competitive landscape?
+ Walk me through the different workforce delivery models you currently
utilize and what challenges have you faced with these models.
+ Describe how you decide which service provider to use for certain projects.
+ Explain how you measure the value your current suppliers provide.
What are questions to uncover Operational Landscape?
+ Explain the revenue threshold(s) which require additional senior leadership approval.
+ Walk me through the workflow for us to begin the engagement/project, including the time needed for each step.
+ Describe how success is defined for a project.
What are questions to uncover Political Landscape?
+ Explain who is responsible for authorizing the start of the project and the budget.
+ Walk me through who/ what may interfere with our progress in launching this project.
+ Tell me who else could benefit from learning more about our services.
What are questions to uncover economic landscape?
+ Tell me about your top, most important business priorities for the year.
Detail for me the biggest obstacles you foresee in achieving these goals.
+ Describe the biggest challenges towards project execution – cost, technology, resources.
+ Explain the risk to your business if this work is not done successfully.
+ Based upon your annual report, I see you are investing in XYZ. What projects will arise based on these investments?
What are questions to uncover economic landscape?
+ Tell me about your top, most important business priorities for the year.
Detail for me the biggest obstacles you foresee in achieving these goals.
+ Describe the biggest challenges towards project execution – cost, technology, resources.
+ Explain the risk to your business if this work is not done successfully.
+ Based upon your annual report, I see you are investing in XYZ. What projects will arise based on these investments?
Elevated BE behavior to build questions that align with individual roles that will uncover customer landscape
Discovery questions for SoW or Managed Talent Services
What is Qualify?
What are elevated BD behaviors tied to qualify?
What is the Actalent Bubble up Process?
Operating Rythm
Strategic Initiative Tracking - Internal
Personal Expected outcome post training
