Sales Playbook Flashcards
(45 cards)
What are the criteria for pre-qualifying a lead? 4 things.
- Target industry
- No hard implementation blockers
- Prospect can lead us to Champion or is Champion?
- Impactful problem identified
What are the key checks for moving an opp out of qualifying? 8 things.
- No tech or process blockers
- Trigger to change identified
- Pain quantified (metrics)
- Budget considerations discussed
- Competitors identified
- Close date estimated
- Champion validated
- Economic Buyer identified.
What are key elements of a proposal? 6 things.
Executive summary (1-page).
Business case (why now?).
Solution details (what?).
Macro-planning (how?).
UpSlide’s credentials (who?).
Pricing (how much?).
What is the role of the Mutual Action Plan (MAP)?
Align on key milestones, ensure collaboration with the Champion, and maintain control of the process.
What is the goal of proposal validation?
To secure a verbal agreement from the Economic Buyer.
What are the stages of the sales cycle?
Pre-qualifying -> Qualifying -> Proposal Building -> Proposal Validation -> Obtaining Go -> Closed
What activities are involved in proposal validation? 3 things
Proposal meeting, negotiation (if needed), and sending the business quote.
What should be achieved in the proposal meeting?
Confirmation of value proposition, alignment on closing and implementation plan, and financials validation.
What is the exit criteria for proposal validation?
Proposal pitched, stakeholders aligned, financials agreed, and quote sent.
What is a “trigger to change the current state”?
A time-sensitive, business-specific event creating urgency and prompting immediate action.
What are the key components of validating a Champion?
Personal interest in the deal, influence or power within the company, and proactive collaboration.
Why is quantifying pain important?
It positions you as a strategic partner, helps with ROI discussions, and builds trust with decision-makers.
What is a frequent mistake during proposal validation?
Not aligning the proposal with the Champion and key stakeholders.
What are the key characteristics of a valid trigger?
Internal: Executive priorities, RFP deadlines.
External: Regulatory changes, market shifts.
Personal: Career targets, recognition.
What are the main decision criteria to uncover from your champion / prospect?
Pricing preferences.
Product features needed.
Credentials and track record.
Implementation success likelihood.
Corporate robustness (e.g., company size, profitability).
What are good competitor-related questions to ask?
What did you like about them that you don’t like about us?
What do you like about us that you didn’t like about them?
How would you rate us so far?
What questions help validate a Champion?
What’s in it for them if the deal succeeds?
How are they driving internal discussions?
Do they have access to key decision-makers?
What should you understand about the prospect during negotiation? 3 things
Their objectives.
Success metrics (e.g., cost savings, productivity gains).
Their purchase process nuances.
Why should you let the prospect speak first?
It reveals their priorities and sets the negotiation tone. (“Whoever speaks first loses.”)
What are valid gets to request during negotiation if you give them something?
Early close date.
Reference commitments.
Marketing collaborations (e.g., LinkedIn posts, event panelists).
Why is the proposal critical in closing?
It connects business objectives to financials, reassures decision-makers, and highlights ROI, making the price a no-brainer.
How should financials be presented?
In a single slide with clear ROI estimates and optional scopes.
How do you quantify pain effectively? 3 things
Calculate productivity gains (e.g., hours saved per user per month).
Estimate financial impact (e.g., reduced errors, compliance costs).
Include non-core benefits (e.g., employee satisfaction).
What’s a common pitfall when quantifying pain?
Framing UpSlide as an expense rather than a cost-saving investment.
