silver

Question 1

What are the 4 principles to Ruthless Objection Handling

Answer 1

tone/Confidence

acknowledge without agreeing

after first objection handle go for close

the break up Definitely don’t want to wrestle you onto a call by any means, if this doesn’t sound of value to you’m happy to leave you out of the loop and continue conversations with (x & y

Question 2

7 opp stages

Answer 2

prospecting>discovery> evaluation> proposal> negotiation> awaiting signature> Won

Question 3

champion mantra

Answer 3

no champion no deal

champion hunting is the most important skill to have

a champion is a person who sells the product for you internally for you while your not there

Question 4

3 characteristics of a champion

Answer 4

1) Personal Pain and win, known to us, and champion knows we know

2) Political and technical respect in the organization

3) Able and knowledgeable on how to earn a decision for HG

Question 5

what are three components of champion selling

Answer 5

hunt:Seek out people being promoted

test:How will HG impact you specifically?

enable:Add value to every interaction

Question 6

meddic(Medict)

Answer 6

Metrics: what quantifiable goals your prospect hopes to achieve.

Economic buyer:who has the power to spend the appropriate budget

decision criteria:understand how the company your prospecting makes decisions

identify pain: its impossible to explain value if theirs no problem to solve

champion

timeline

competitors the prospects

Question 7

Slintel>
TechTarget
Datafox

Demandbase
DemandMatrix

Answer 7

Slintel they dont have plan optimize exicute in a single tool or contract renwals or DAS or Spend

TechTarget they dont have plan optimize exicute in a single tool or contract renwals or DAS or Spend

Demandbase they dont have plan optimize exicute in a single tool or contract renwals or DAS or Spend

DemandMatrix they dont have plan optimize exicute in a single tool or contract renwals or DAS or Spend

Question 8

how do you build a groundswell angle

Answer 8

Really wanted to set up some time to involve your expertise in the conversations we’ve been having within the central Data BU and sales teams at Docusign.

Ryland greene data
Steve mroski
Macy gibbons
Peter urban
Dan kennelly
Madison cooper
Maythri paglagani
Cynthia powell