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Re-­‐Think	         Your	  Discovery	  Ques4ons.	  In	  2012	  Authored	  by:	  	  h?p://twi?er.com/kalleheinonen	  h?p://...
About	  This	  Document	  About	  This	  Document	  This	  document	  gives	  a	  framework	  for	  planning	  your	  Disc...
Discovery	  examples	                                                                                 Proposal	  &	       ...
Discovery	  examples	                                                                           Proposal	  &	             ...
Re-­‐Think	                                  Your	  B2B	  Sales.	         Our	  Website:	  h?p://www.socialadm.com	       ...
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How Do You Discover - simple - Whitepaper

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SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

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How Do You Discover - simple - Whitepaper

  1. 1. Re-­‐Think   Your  Discovery  Ques4ons.  In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  
  2. 2. About  This  Document  About  This  Document  This  document  gives  a  framework  for  planning  your  Discovery  Ques4ons.  You  are  free  to  re-­‐use  this  plan  as  is  or  modify  it  to  be?er  fit  your  purpose.  Who  Should  Read  This?  This  document  is  planned  for  anyone  interested  in  making  sense  of  Strategic  Sales,  Complex  Sales,  Solu4on  Selling  and  Value  Selling.    Main  Target:  Directors,  Sales  Team  Leaders,  Business  Owners,  Sales  Execu4ves,  Others  Interested  About  SocialADM  SocialADM.com  is  a  Strategic  Sales  Tool  provided  as  a  Service  (SaaS)  and  designed  by  Sales  Execu4ves  to  help  other  Sales  Execu4ves  in  their  daily  Sales  Processes  from  Lead-­‐to-­‐Order.  SocialADM  is  especially  designed  for  Strategic,  Complex,  Value  and  Solu4on  Selling  Process.  
  3. 3. Discovery  examples   Proposal  &   Closed   Planning   Discovery   Solu4on   Nego4a4on   Legal   Won/Lost   Technology Adaption DiscoveryAdapta4on   Solution Category: Mark as 1 if gone through. Solution Provider All ready available Interested[This  is  example]   Analytics (Web, Mobile, Applications, Offline) 1 1 Ad Network 1 1   Ad Serving/Display Advertising 1 1Remember  that  to   Affiliate Marketing Bid Management (Search + Display) 0 1 1 1uncover  all  of  the   Community Ratings and Reviews Content Guidance (Site Search, Merch., Recomm.) 1 1 1 1discovery  phase   Content Management Content Optimization/Multivariate Testing 1 1 1 1ques4ons  you  will   Content Source 0 1 CRM SFA BI 1 1most  likely  need   Customer Experience Management 0 1 E-Commerce Platform 1 1to  meet  several   Email Marketing 1 1 Internal Search 0 1people  involved.   Marketing Automation 0 1   Media Platform Monetizing Solutions NOTE!   1 0 1 1Try  to  rate  the   Performance Management Discovery  Process  is  a  dialogue  not  an  interview.   Search Engine Optimization 0 1 1 1answers  in  a   Social Media Marketing Social Media Monitoring 1 1 1 1simple  way  for   Tag Management 0 1 User Experience/Usability Improvement 0 1having  an   Website Auditing 0 1 Other Solutions not mentioned here 1 1adap4on  score.   Total 61.53846154 100
  4. 4. Discovery  examples   Proposal  &   Closed   Planning   Discovery   Solu4on   Nego4a4on   Legal   Won/Lost  Uncover  During  Discovery  Process  [This  is  example]    1.  Adap4on  of  your  product/service  ecosystem  applica4ons  2.  Process  Due  Diligence;  Who  is  making  decision,  how,  when,  what   effects  the  decision  making,  etc..  3.  Value  Add  Uncover;  How  you  can  save  cost,  bring  revenue  or  add   process  effec4veness?  What  is  the  compelling  event  and  especially   what  are  the  individual  mo4ves  =>  Compelling.  4.  Influence  Network;  Build  Intelligence  of  Influencers,  buyer  partner   roles,  coaches,  business  users,  technical  users,  agtudes.      à  Manage  all  this  informa4on  in  your  SocialADM  AccountBoard  
  5. 5. Re-­‐Think   Your  B2B  Sales.   Our  Website:  h?p://www.socialadm.com   Our  Blog:  h?p://salesgonesocial.wordpress.com      In  2012  Authored  by:    h?p://twi?er.com/kalleheinonen  h?p://www.linkedin.com/in/kalleheinonen  

SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

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