Transcript Slide 1

1-Noticing
2-Identifying
3-Validating
4-Qualifying
TSL
EQ
ERIC
TSL Draft
COS
PPM
PSM
EP
OP
VC 1 & 2
5-Proposing
TSL Proposal
6-Closing
HIT list
RST
These are the names for the 6 sales steps, and they
represent the key sales activities at this stage. (Step 7 is
the implementation stage). In order to move from one
step to another, certain activities need to be done with
the customer.
These lines represent the seller having completed a
This is your target – your sales plan, your
step. This is important for forecasting your own pipeline.
quota!. If for example your target is
These are the sales aids. They are used to collect information,
€0.5m, you need €5m worth of identified
and are designed to be shared with the customer. They
are
(validating)
opportunities at 10% to
positioned at the „logical“ place in the sales process, „guarantee“
but can
you will achieve your
be used at any time.
targets! DO YOU HAVE ENOUGH?
When you drag a sales aid onto the opportunity, it will attach
is theofpipeline.
We will
it to.These
move are
the sales aid inThis
the form
a template
(docuse
or xls)
our
opportunities
through
the
sales
cycle.
easier to format to your company‘s image, for when you send
them to the customer.
This is a new opportunity. When you
create it, it will be entered into step 1. You
can now move it forward, and attach all of
the sales aids to move your sale forward!
As the opportunity moves forward, it will
automatically adjust your forecast.
For example, when you have identified an opportunity,
and are in the process of building the vision, there is a
10% chance of this opportunity closing. Then 25% when
it is validated, 50% when it is qualified, 75% when it is
proposed, and 100% when it is closed.
10%
1-Noticing
2-Identifying
3-Validating
25%
4-Qualifying
50%
5-Proposing
75%
6-Closing
T
A
R
G
E
T
100%
1-Noticing
2-Identifying
3-Validating
4-Qualifying
TSL
EQ
EPIC
TSL Draft
COS
PPM
PSM
EP
OP
VC
VC1&2
1&2
5-Proposing
TSL
TSL Proposal
Proposal
6-Closing
HIT
HIT List
list
Reference
EPIC
Total
HIT
List
Solution
call planner
Story
Landscape
Template -–Proposal
Draft Solution
Early
Qualifier
Conditions
Power
Engagement
Search
ofPlan
Satisfaction
Mail
form
Pain
and
Personality
Map
Opportunity Plan
Purpose
Value Chain parts 1&2
Purpose
Purpose
Understand
Plan
Present
Negotiating
Create
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Plan
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Assess
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Purpose
Search
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Get
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TSL
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Analyse
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organisational
Judge
win-chances.
Shared
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access
Transfer
results
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team.
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Qualify
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final
proposal.
1-Noticing
2-Identifying
3-Validating
4-Qualifying
5-Proposing
6-Closing
RST
RST