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Transcript

sALES sTAGES & pROCESS

After you make promising contact with the Lead and set up a discovery meeting, you can move the stage from 1 to 2, engaging the lead as a prospect.

1&2

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lEADS (1-2 Weeks)

MORE INFO

MORE INFO

qUALIFY (1-2 Weeks)

dISCOVER (3-6 Weeks)

pROPOSE (4-8 Weeks)

aPPROVE (4-8 Weeks)

cOMMIT (3-6 Months)

MORE INFO

MORE INFO

MORE INFO

MORE INFO

You've completed a discovery meeting with the prospect and understand their needs, timeline, and who the decision makers are for this process

Technical discovery is completed in this stage. Complete an onsite meeting with the client, AE, & SA to gain insight and rapport

All technical discovery and solution design is complete and has been proposed to the customer. You will then have a scope validation call with the Solution Architect and Client.

Confirm approval and commitment from the client. In this stage your customer has verbally committed to the deal and is ready to move forward with sales process

You know your probability of winning the deal is 100% when the client has committed and we've received a (Signed PA or PO) Next Step? Ensure Success!

Average Sales Process Length3-6 months for projects

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Lead Generated

AE finds or is assigned a lead (ZoomInfo, Cerium Leads, Marketing Campaigns)

AE makes contact with the lead to begin initial discovery

AE Discovers the business needs and timeline of the client to qualify the opportunity

AE engages Technical Resources to provide a solution (meeting with client, phone call, building BOM, tech demo, etc.)

AE gathers additional information in the clients environment and needs (B.A.N.T. & 3Ps)

SS gets deal reg pricing, uploads the Disti quote to CRM then builds the PA in QWs. Then will send the PA to the AE for delivery or directly to the client

The quote/PA is sent to the client for approval, and changes to the quote are made as needed.

WON

The client approves the quote and the AE discusses the next steps in the process

After the quote is signed, we need to receive AP/AP waiver if above threshold (>5k for new accounts, >30k for accounts in good standing) ensure all required documents are in the solutions sold folder before winning the deal (See Rquired Documents Info Sheet)

Opportunity Created (AE Prompts SS to open Opp in CRM)

Client Signs the Quote or a Signed PO

Life Stages of An Opportunity

Stage 1 - 2

Stage 3 - 4

The AE & SA engage SS to build the quote after the BOM is created

1

AE = Account Executive, SA = Solution Architect, SS = Sales Support, B.A.N.T = Budget, Authority, Need, Timeline 3Ps = Pressures, Plans, & Pains

The items for the quote are Deal Reg'ed by SS, Disti pricing is obtained

Stage 5 - 6

Required Documents to Win

Stage 7 - WIN

Sales Process Resources

This guide can show you how to make a lead, a contact, an account, an opportunity, a task, and much more

CRM Training Guide

QWs Training Guide

MPA Contracts Guide

How to deal Reg

Win the Opp Checklist

Complete Sales Package

Information on quoting etiquitte at Cerium and provide helpful links to the official QWs manual

A complete guide to all MPA contracts, their Jcodes, Contract Numbers, Admin Fees, Applicability, Processes and much more

A step by step guide on how to submit a Cisco deal reg, subscription deal regs, searching deals, and look up Enterprise Agreement (EA) deal regs

Use this to guide when closing an opportunity as won. This describes what documents are needed, what issues to look for, and how to ensure proper ordering

This is a table to show the details of what documents need to be included by opp type and when they are applicable

  • Technical Discovery Deep Dive
  • Build Initial SOW
  • Confirm your solution meets the clients needs (3Ps: Pressures, Plans, Pains)
  • Understand key stakeholders and buying processes of the client
  • Commitment to move forward is based on the solutions fit
  • Review B.A.N.T. (Budget, Authority, Need, & Timeline)
  • Create an SOE (Sequence of Events), understand the SOE and comminicate the SOE and meetings schedule with the client

Technical discovery is completed in this stageComplete an onsite meeting with the client when/if possible

Discover: Connecting the Value

  • Give the client a product demo if desired/necessary
  • Review the SOW with the client for alignment with their needs
  • Confirm B.A.N.T. (Budget, Authority, Need, Timeline)
  • Decision process & people to be involved are understood by both parties and documented in the SOE (Sequence of Events)
  • Provide budgetary pricing if required
  • Build Stakeholder concensus on the plan
  • Have a clear understanding of the client's current state, future state, business outcomes, and expectations

Technical discovery and solution design is complete and proposed to the customerHave a scope validation call with the Solution Architect!

Propose: Validating the Solution

  • Proposal has been generated and reviewed with client
  • Confirm pricing with customer and get approval
  • Review and understand the risk or legal processes for the client
  • Understand competitive pricing landscape and positioning
  • B.A.N.T. approved with success measures
  • KPI's for a successful outcome
  • Agreement to move forward with timelines
  • Technical validations complete

Confirm the approval and commitment; probability of winning the deal is still at 50%Your customer has verbally committed to the deal

Approval & Confirmation

  • You understand the prospects needs through the 3Ps (pressures, plans, and pains)
  • Confirm the timeline, buying process, and key stakeholders for the prospective client
  • You atleast understand 2/4 of the aspects in B.A.N.T. (Budget, Authority, Need, & Timeline)
  • Introduce Cerium and review the Cerium Sales Process with the client
  • Quantify the clients 3Ps with success criteria, (ROI, KPIs, Future Outcomes, etc.)

You've completed the discovery meeting with the prospect; You understand the prospects needs & timeline, and know who the decision makers are for this process

Qualifying the Opportunity

  • Leads can be obtained through ZoomInfo, Cerium Leads, Campaigns, Networking, or assigned by the Marketing Team or Managers
  • Once you have identified a lead, make sure the account and contact are in CRM with the most accurate information
  • After you make promising contact with the Lead and set up a discovery meeting, you can move the stage from 1 to 2, engaging the lead as a prospect.
  • All engagements with Leads and Prospects must be recorded in CRM under the account with detailed notes
  • A lead may only be made into a qualified opportunity if their decision to buy will land within the next 12 months, the person you've talked with has authority over technology decisions, and the prospect fits within out target customer base (PNW based organization and have a minimum of 50-100+ users/employees

Leads & Prospects

You know your probability of winning the deal is 100%!Next Step? Ensure Success!

Commitment

  • Secure the signed proposal (Signed PA or PO)
  • We have collected AP or an AP waiver dependant on deal size and customer
  • Ensure all documents are accurate and filed correctly in the solutions sold folder in the edocs of the opportunity
  • Confirm that the customer understands the next steps in the process
  • Lay out the implementation process and start time for the customer
  • PMO Handoff meeting is scheduled
  • This process can take up to 3-6 months depending on the customer