GoWin

GoWin Overview

Where We're Going - GoWin

Est. Time - 15 min.

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Overview

GoWin

Understand how to maximize available insights in order to win more deals

2.

1.

Check what you've learned with a Knowledge Review

Review the key components to understand and leverage GoWin

Yes!

Are you ready?

In this module we will:

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You Are Here

Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

Quick insights and coaching in real-time

GoWin Max Insights

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** Click for more

Max Insights will appear at the top of the GoWin Page

These insights reflect best practice in sales, honed from experience across over a million sales engagements, along with specific insights from your own business. These are brought together to identify potential vulnerabilities and guide you on what to do next.

Understanding GoWin: Overview

Altify Max (Max Insights) gives you insights and real-time coaching about the current state of your Opportunity

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

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Key information at a glance

GoWin: Overview

**Hover over each green button

See below for an overview of GoWin - each tab will be covered in more detail in the following sections

Understanding GoWin: Overview

GoWin helps you win the deals that matter by delivering valuable insights to your buyers, building the right relationships, aligning your revenue team, and leveraging your collective experiences

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

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Best-practices that lead to the best sales

GoWin Process

Understanding GoWin: Process

High-level overview of the Opportunities progress

Opportunity Sales Stage and additional details

Section 1: Opportunity Progress Summary - a quick overview of the current status of the Opportunity

Within the Process Tab there are two main sections

Understanding GoWin: Process

Exit Criteria

Progress of Sales Stage Progression

Sales Stage

Section 2: Sales Process Detail - the stages of the sales process, the qualifying questions you answer in order to record progress in each stage, and how much progress you've made so far

Within the Process tab there are two main sections

All mandatory questions are marked with *

Understanding GoWin: Process

In order to progress to the next stage in your Opportunity using GoWin, you need to make sure that you have answered all mandatory questions for the stage prior, and have at least answered one question inside the stage you wish to be in. ​

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

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Assess the viability of your Opportunity

GoWin Assessment

Next

Assessment helps you see whether this is a viable Opportunity that is worth your time and effort

Understanding GoWin: Assemssment

Click on each question to update the status of the associated tasks

Add competitors here

The assessment is not a one and done task, but an evolving picture of the health of the deal that can go green/red on factors until the Opportunity is either closed or won. This is especially important to review in stages 3, 4, and 5. Or, as often as updates are made to the Opportunity​.

Next

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

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Powerfully illustrate the relationships that impact sales

GoWin Relationships

Relationships Maps are about understanding the people and the politics involved in the customer's buying decision

Green lines indicate a positive influence

Red lines indicate a conflict

Click here to indicate:

• Political status
• Buying role
• Support Role
• Depth of prior contact

Understanding GoWin: Relationships

The map provides a visual representation of people and their relationships within an Opportunity or Account.​ Any given Relationship Map will help current and future deals, becuase the selling Account team can copy the relationship to any other Opportunity.

Click a contact within the Relationship to view/add more detailed information about that individual

View and edit information specific to an individual

Click through this bar to:

• Add actions and decision criteria
• View insights & relationships

Understanding GoWin: Relationships

Next

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

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Maximize your understanding of your customer's business

GoWin Insight

Solutions

Obstacle

Initiative

Pressure

A few more details to note:

Goals

**Click on the icons below for more detain on each swimlane

Insights should tell a story about the customer's business problems and how the customer plans to address them

You can also attach files and make the information on this page private

Click anywhere within the grey space to add a new tile for a given section

Click on a tile to view/edit information that is specific to that tile

This helps the Opportunity Owner visualize, strategize, and plan a business conversation with their customer

Understanding GoWin: Insight

Next

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

You Are Here

Maintain your critical to-do list

GoWin Actions

Click here to create an action

Open Actions: Actions that the team has yet to complete - the due date for an overdue action will be shown in redCompleted Actions: Actions that the team has completed

Understanding GoWin: Actions

The Actions tab is where you maintain the ongoing list of 'to-do' actions that keeps the revenue team aligned with the Opportunity Plan

Click Save

Mark Complete

Click on the check mark to the left

Understanding GoWin: Actions

To mark an Open action as Complete...

Next

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Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

You Are Here

Test and improve your plan for getting the job done

GoWin Deal Review

There is no set guideline for who can attend Test & Improve meetings. The only required attendee is your Manager (and potentially the Executive/Leadership team). Other attendees may include anyone on the team, or any individual that you think might have good input.

The recommended Test & Improve duration is 90 minutes. If you don't have that much time, stick with your proven Test & Improve process, but reduce the amount of time you spend on each stage. Equally, if it makes sense to take extra time, do so.

• Better collective understanding of what's happening with deal
• Increased preparedness for discussions with customers
• More focused investments of time and resources

Once you establish a regular Test & Improve cadence you will likely see these benefits:

Who to Invite

Best Practice

Benefits

Deal Reviews, also known as Test & Improve meetings, assess the teams' opportunities for vulnerabilities, and gathers recommendations of the most effective actions to improve them.

Let's Take a Moment to Breakdown Deal Reviews (Test & Improve)

Scheduled and Completed Deal Review sessions will appear under the Deal Review tab

See all Deal Reviews

Edit or Delete a Deal Review

Launch the Deal Review session

Schedule a new Deal Review session

See below for a few things to look out for:

Understanding GoWin: Deal Review

Make sure to click Save

Once you click on the "Schedule New" button, you will be brought to this page. Each field with * is a required field that you must populate in order to schedule the event.

Understanding GoWin: Deal Review

Scheduling a Deal Review

At the bottom of the page, you have the ability to choose one of three options for how you want to launch the review.

When you click on the Launch button you will be brought to this page. A general outline of the flow of the deal review is shown.

Understanding GoWin: Deal Review

Launching the Deal Review

Let's Get Started

Knowledge Check

Max Insights

Deal Review

Actions

Insight

Relationships

Assessment

Process

Overview

You Are Here

It's time for a quick Knowledge Check

Ready to apply what you learned?

Great Work!

To answer, click on the screenshot below

Question: In GoWin, which tab do you click to assess the viability of an Opportunity?

Scenario: You're pursuing a deal, and you want gauge the viability of that Opportunity closing

QUESTION 1/3

Next Question

Go Back

To answer, click on the screenshot below

Question: From the Opportunity Manager in GoWin, where do you click to view Max Insights?

Scenario: You want to leverage real-time coaching in order to understand the current state of your Opportunity

QUESTION 2/3

Next Question

Go Back

To answer, click on the screenshot below

Question: Where do you click to begin the Deal Review session?

Scenario: You're about to lead a Test & Improve session in order to solicit adivce and recommendations from company stakeholders on how to improve your approach for securing a Deal

QUESTION 3/3

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Great Job! Now you know how to leverage powerful tools and insights in GoWin to help you win more deals

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