Preparation

PRE-CALL PLANNING & THE DC PREP SHEET

Once the meeting is on the calendar, you are going to want to round up with your manager to do pre-call planning and record this information on the DC prep sheet for safekeeping.

PREPARING SLIDE DECKS FOR MEETINGS

In the enterprise sales role, you will be meeting over Google meet or another platform like Zoom. Since you are doing a screenshare, you will be running a process using a slide deck. In the EAE role, you need to prepare slide decks according to the story you want to tell and the stage you are at in the enterprise sales cycle.

DISCOVERY CALL – Story is to link their own personal experience using the platform to being able to isolate undecided buying intent. From there that there is opportunity to do so from a business standpoint (as a source of new customer acquisition) and then share what they are currently doing and why (buying criteria). The conclusion desired is the willingness to evaluate our platform as a potential vendor for new customer acquisition.

I. CONSUMER JOURNEY

II. OPPORTUNITY

III. YOUR GOALS & CHALLENGES

IV. NEXT STEPS

PRODUCT CALL – The story is to link our solution to their need, what they are currently doing & seeing success with, and providing an attribution methodology that fits with how they are currently measuring. Our solution aligns with their ‘why’ for their other vendors that they shared in the DC. The conclusion desired is to either share guideposts if a conceptual buyer or be willing to engage in the coauthoring of an ROI model with you on the next call (coauthor the Buying Paradigm).

I. RECAP

II. AUDIENCE & OPPORTUNITY

III. SOLUTIONS

IV. HOW PRICING WORKS

V. NEXT STEPS

COAUTHOR ROI CALL – The story here is really the flow of the model and getting the full economic picture including the lifetime value of a client. In coauthoring the model, we confirm the assumptions one by one plugged into the model and end up with a coauthored model and ROI multiple. The conclusion desired is that the numbers work and begin to scope out a pilot test.

I. RECAP

II. AUDIENCE & OPPORTUNITY

III. SOLUTIONS

IV. HOW PRICING WORKS

V. COAUTHORED ROI MODEL

VI. NEXT STEPS

PROPOSAL CALL – The story of the proposal call is a simple one, simply reiterating what was agreed upon in either the product call or the coauthor ROI call. By the time you get to the proposal call, the Buying Paradigm & pilot terms should already have been agreed upon and we are simply discussing logistics of the purchase order and payment method on this call. The conclusion is agreement to get the PO signed on their timeline and set up time to gather payment method.

I. WHAT WE KNOW

II. TRACKING & ATTRIBUTION

III. PROPOSAL

NEXT STEPS