Test & Improve

Step 1

Have you have received all comments (questions, vulnerabilities/gaps, recommendations) that are forthcoming from invitees? This might include people who were unable to attend or comments added after the Test & Improve concluded.

Step 2

Answer any questions that were not answered previously. Meet with your Sales Manager to agree and pin vulnerabilities/gaps and recommendations that require action or further discussion.

Step 3

Where necessary, create actions for pinned comments. Some comments may also inform updates to your relationship and insight maps.

Show

Which opportunity is most at risk?

Answered

Who is their SFDC Exec Sponsor?

Answered

Have we updated Mitch on Clara's growth requirements?

Answered

What Influencers or Partners are you leveraging to go after DGC/DEF?

(1)

Answered

Show

We have conflicting information about their budgeting cycle.

Action Created

Not sure where we are focusing our efforts for Ancaster Inc this year. What are the priorities?

(1)

Lots of potential and current ops, potential for lack of focus.

Very limited access to influencers in International divisions, coupled with limited success of initial pilot.

Show

Put a cadence in place for QBRs

Action Created

Define 3 key players at top-level and present a book of evidence and potential lost opportunities for them.

Action Created

Define Roles & Responsibilities for the Account Team. Team selling is not the AE presenting their plan. Each division (CS, Marketing, Exec) should own Goals, Objectives, and Actions in this Plan.

Action Created

FOCUS: We should be building the case and the evidence for the ongoing full-scale implementation to be signed once the current 2 year contract is up. This should then be our future target.

(1)

Continue to work on book of evidence and capturing success.

Presenter

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