Flashcards - Kinetic
Elevator pitch - stranger
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Elevator pitch - govtech friend
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Elevator pitch - potential buyer/investor
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Summary and story - Customer Journey Mapping
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Summary and story - Pre-Sales Process Design
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Summary and story - Documentation
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Summary and story - Competitive research
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Summary and story - RFP / Proposals
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Summary and story - Optimize Demo Environment
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Summary and story - Territory planning
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Summary and story - Sales Enablement
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Summary and story - Top-of-funnel process design
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Summary and story - Data / Reporting
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Summary and story - Forecasting
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Summary and story - ICP Development
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Discovery prompter
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Cold call opener
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Objection: We’re not ready for revops
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Objection: We have no budget
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Objection: We’re fine
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Objection: It’s a demand gen problem
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Elevator pitch: Downstream vs upstream
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Cold call: Sorry can’t talk, I’m prepping for a meeting
Yeah, I know I’m calling out of the blue…would it even be worth 10 seconds for me to let you know why I’m calling and you can tell me if it’s even worth me following up?
Cold call: Send me an email
Cold call: So do you do sales?
Closing: I need to think about it
People think they need more time, when really the time won’t generate any new info. It’s an info gap. So what info is missing?
Just recite:
What are the ripple effects you’re seeing this challenge having on the business?
What would get derailed if you didn’t make progress in solving these challenges?
How is this challenge impacting the business as a whole?
Who else is this challenge impacting and how?
Recite targeted diagnostic questions:
- To what extent is your win rate due to competition?
- To what extent is ____ an issue with you?
- Many of our customers are seeing ___. How is that showing up in your world?
Recite: What’s causing X to be a priority?
Recite: “Before we go too much further, I want to be sure we’re anchoring our conversation to the right thing. Is this THE challenge you care about solving?”
Discovery prompter - Camino
Discovery prompter - BtT
What is your pricing structure?
Do you do commission-based?
How much time do you think this will take?
Do you help with our CRM?
Objection: Where’s your quota?
Objection: I need better performance metrics
Objection: I need lower base / higher commission
Objection: I want a longer commitment
Objection: How do I know that you will deliver?
Explain “time to competence”
What will actually be in the Needs Assessment?
How comprehensive will the Needs Assessment and the Growth Playbook be?
Explain why win rate is so important
Objection: This is too expensive
I can only afford half your retainer + high commission
Objection: We’re pretty far off when it comes to pricing
Objection: We’ve been burned by consultants in the past
Concern: I don’t know what I don’t know here
Recite: Can you help me understand what’s causing this to be a concern?
Recite: That’s a valid concern. Seems like you’re ____.
Objection: I don’t want to start until next month. We’re busy wrapping up end of quarter.
Talk track: “People like us buy from people like them”
Talk track: Become a river guide
