NCI

NCI Overview

Review

Where We're Going - Next Customer Interaction

Est. Time - 10 min.

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Overview

What is an NCI (Next Customer Interaction)?

Updating your next planned customer interaction based on how you view the opportunity is progressing

Got it, Let's Jump In!

Define when the major customer interaction is going to happen

Describe how the interaction will progress the opportunity with the customer forward

NCI's should do 3 things

State what the next major customer interaction is planned to be

NCI’s should not be used to recap meeting results, internal tasks, or opportunity milestones that have already passed in the buyer journey. An NCI is not a status update.

NCI’s should be updated after every major customer interaction concludes to state when and what the next major customer interaction will be.

A few more notes on NCI's

Situation: Sall just had a great discussion with his client and is preparing to move this opportunity to the next sales stage. Read below for the NCI's that he documents.

What a not so good NCI looks like

Call planned soon. After that we should be good to submit for approvals.

What a good NCI looks like

I'm meeting with the buyer team on July 1st to finalize requirements and license counts before moving into the procurement approval process.

NCI Examples with Sall the Seller

Here are some additional examples of good NCI's:

NCI's should be concisly documented for major updates. Avoid using verbage such as, "waiting", and make sure that you're only documenting significant updates that are moving you closer to the next Sales Stage.

Meeting with buyer team on July 1st to finalize SOW and license counts before moving into procurement approval process

Meeting to confirm date of PO issuance​

Call the client 12-Mar to confirm internal PR​

NCI's should also be conscise!

Let's show you how to submit an NCI into GoSell

Okay, let's go!

Now that you the know the what, why, and when of NCI's, lets go over the how

Create an NCI from My Dashboard

Option #1 for creating an NCI

Creating an NCI

Click on New NCI from the right of the Opportunities page

Go to an Opportunity, and on the right of the page click on the NCI tab

Create an NCI from an Opportunity

Option #2 for creating an NCI

Creating an NCI

Creating an NCI

Make sure that you input the date, description, and most importantly, click save!

Go Back

Okay, Let's Go!

Great! So now that you know about NCI's, let's do a quick knowledge check to see what you learned!

Question: When should NCI's be updated?

QUESTION 1/4

After every major customer interaction to state when the next one will be

Instructions: Click the choice that correctly answers the question

Knowledge Check

After every customer meeting to recap and summarize the interaction

Next Question

Go Back

Logging an upcoming major customer interaction

Updating To-do items to be complete before a major customer interaction

Instructions: Click the choice that correctly answers the question

Question: Which of these is an NCI compared to just a task?

QUESTION 2/4

Knowledge Check

Logging a recent call

Logging an upcoming major customer interaction

Updating To-do items to be complete before a major customer interaction

Instructions: Click the choice that correctly answers the question

Question: Which of these is an NCI compared to just a task?

QUESTION 2/4

Knowledge Check

Logging a recent call

Next Question

Go Back

Instructions: Click the choice that correctly answers the question

Waiting to hear from Sandy, the VP of Operatins in order to book follow up call with the buying team

Question: What is an example of a good NCI?

QUESTION 3/4

Met with the buying team last Friday and discussed license counts

Meeting with the buying team on December 20, 2022 to finalize requirements before moving onto the procurment approval process

Knowledge Check

Need to work with Hexagon legal to determine pricing for proposal

Next Question

Go Back

Instructions: Click the choice that correctly answers the question

All of the above are important

It instills confidence in your opportunity for the senior leadership team to make more informed decisions

Question: Proper completion of NCI data is important becuase...

QUESTION 4/4

It helps the opportunity owner strategize and prepare for better outcomes

It allows for effective resource and capacity planning

Knowledge Check

It leads to more accurate pipeline forecast

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