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Sales > Elevated Sales > Flashcards

Elevated Sales Flashcards

1
Q

What does the potential recession mean?
How are these trends shifting the industry?
How does work still get done?

A
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2
Q

Why are we moving towards “Outcome as a service” Model?

A
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3
Q
  • 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?
A
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4
Q

What are the benefits of SOW/Services Engagements?

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5
Q

Why Services for you and Actalent?

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6
Q

What is the consulting Mindset?

A

Continuously challenges the status quo and courageously investigates problems to uncover how things can be improved

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7
Q

How do you build Strong Client relationships?

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8
Q

What are the attributes of a consulting Mindset?

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9
Q

What are the 5 steps in the consulting Mindset?

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10
Q

What are the client’s perspective on staffing?

A
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11
Q

What are scenarios a client would benefit from a services model?

A
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12
Q

Framework: Talent Channel Based on Nature of the work. What are the the four buckets?

A
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13
Q

How can organizations get work done besides hiring direct, utilizing other groups, or working overtime?

A
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14
Q

What are the goals/needs and pains of Procurement/Human Resources, Business User - Champion, Business unit owner - Economic Buyer?

A
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15
Q

Future Project, Program, Product, Budget problem question

A
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16
Q

What is COPE?

A
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17
Q

What are Actalent’s Delivery Models?

A
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18
Q

Define each of Actalent’s services Deliver Models

A
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19
Q

Which scenarios are more likely to drive managed talent solutions vs. Project based consulting services or engagement services?

A
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20
Q

What are the benefits of Actalents internal value - Services Delivery Team?

A
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21
Q

What are the external benefits of Actalent’s service delivery team?

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22
Q

How does Actalent Delivery Positively Impact Clients?

A
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23
Q

How Does Actalent Delivery positively impact our consultants?

A
24
Q

Who are Actalent’s Key competitors?

A
25
Q

Why Actalent performs services using an SOW

A
26
Q

Reasons why clients buy on SOW

A
27
Q

What are the critical components of a SOW?

A
28
Q

What is Actalent’s Strategy for our Three C’s?
What are our Three C’s?

A
29
Q

What is the Actalent way?

A
30
Q

Actalent Business Cycle

A
31
Q

What does PEQ mean?

A

Prospect, Engage, Qualify

32
Q

What is Prospect and what are “Elevated” BD behaviors associated with it?

A
33
Q

What are the elevated BD Behaviors tied to Prospect client selection?

A
34
Q

Why is it important to be the SME?

A
35
Q

What are some ways of becoming an expert?

A
36
Q

What are elevated BD behaviors tied to Prospect - Competitive Landscape?

A
37
Q

What are elevated BD behaviors tied to Prospect - Operational Landscape?

A
38
Q

What are elevated BD behaviors tied to Prospect - Political Landscape?

A
39
Q

What are elevated BD behaviors tied to Prospect - Economic Landscape?

A
40
Q

What are internal “Elevated” BD behaviors for Prospect?

A
41
Q

What is Engage and what are elevated BD behaviors tied to it?

A
42
Q

Elevated Sales behavior for Engage?

A
43
Q

What is are pre-meeting “Elevated” BD behaviors?

A
44
Q

What are Questions to uncover Competitive landscape?

A

+ 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.

45
Q

What are questions to uncover Operational Landscape?

A

+ 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.

46
Q

What are questions to uncover Political Landscape?

A

+ 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.

47
Q

What are questions to uncover economic landscape?

A

+ 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?

48
Q

What are questions to uncover economic landscape?

A

+ 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?

49
Q

Elevated BE behavior to build questions that align with individual roles that will uncover customer landscape

A
50
Q

Discovery questions for SoW or Managed Talent Services

A
51
Q

What is Qualify?

A
52
Q

What are elevated BD behaviors tied to qualify?

A
53
Q

What is the Actalent Bubble up Process?

A
54
Q

Operating Rythm

A
55
Q

Strategic Initiative Tracking - Internal

A
56
Q

Personal Expected outcome post training

A

Sales (4 decks)

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