SlideShare a Scribd company logo
Drive clarity and facilitate
collaboration when you bring
the power of Quip and
Lucidchart together.
By embedding Lucidchart
diagrams directly into your
Quip documents, you can keep
context and conversation in a
single space:
• Convey complex processes,
solutions, and information.
• Include influence maps as
you build out an account
strategy.
• Keep product teams on the
same page with user flow
diagrams.
The potential is endless.
Increase the power of Quip.
Work visually.
Look out for our
Quip integration—
coming soon!
Are they objecting
on price?
Is this person
acting aggressive
or angry?
Are they
frustrated because of
you?
Boasting
First Aid: Pause. Ask a
question, and listen
carefully.
Preventative Care:
Structure your calls, and
come prepared with
questions and goals.
Information Overload
First Aid: Ask yourself,
“Which features will help
solve their specific needs?”
Preventative Care: Learn
the industry use cases, and
understand your buyer and
solutions they need.
Unplanned Mess
First Aid: Clarify the goals
of the call. Make sure you’re
addressing their interests.
Preventative Care: Re-
search and plan! Come with
a clear agenda and next
steps.
Mismatched Expectations
First Aid: Take a deep
breath. “Help me
understand your process/
timeline.”
Preventative Care: Be
patient. Practice establish-
ing expectations up front.
Clean Bill of Health
Your call is going well.
Congratulations!
Bad Day/Class-A Jerk
Wrap up the call and try not
to burn bridges. Resched-
ule if possible.
Cures for the Common Cold Call
Does this
person/company use
your competitor?
Not Convinced of Value
First Aid: Take a step back.
Try to solve problems. Don’t
treat this as a dead end.
Preventative Care: Prep by
thinking of this organiza-
tion’s needs and how your
product can help.
Symptoms What’s going on?
How can you avoid this in the future?
What can you do right now?First Aid
Prevention
Is your prospect
actively participating in
the conversation?
No
No
Yes
Quite
a few
Yes
At any
point have
they seemed gen-
uinely interested about
the product or
its features?
Is your
environment
too noisy and/or
busy?
Is either side
experiencing tech
issues?
How many
questions have you
asked in the past
5 minutes?
So, what have
you been monologuing
about?
Did you spend
significant time
preparing for
this call?
Are you
talking to a key
decision maker (or
someone with
influence)?
Interruptions On Their End
First Aid: Address it and
ask, “Is there a better time
for you?” Make a firm plan.
Preventative Care: Send a
confirmation email before
the call. Make an onsite visit
if necessary.
Technical Difficulties
First Aid: Send an email
immediately with new
dial-in info.
Preventative Care: Have a
backup plan. Create email
templates so you can send
new info right away.
Interruptions On Your End
First Aid: Go somewhere
else/acknowledge the
situation positively.
Preventative Care: Book a
demo room ahead of time,
and get noise cancelling
headphones.
Need/Fit Mismatch
First Aid: “Am I addressing
any real problems for you?”
Preventative Care: Pre-call
planning, cultivate champ-
ions, and make sure you’re
talking to decision makers.
Wrong Authority
First Aid: Make a champion.
Learn about the organiza-
tion. Ask for referrals.
Preventative Care: Re-
search, understand the
buyer, and learn titles in
your industry.
Ummmm. . .
Cool features
My product/
company
No
No
Yes Yes I don’t think soYes
Yes
No
Well. . .
No
Yes
No
Yes
Yes No
No

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Introducing Lucidchart for Quip

  • 1. Drive clarity and facilitate collaboration when you bring the power of Quip and Lucidchart together. By embedding Lucidchart diagrams directly into your Quip documents, you can keep context and conversation in a single space: • Convey complex processes, solutions, and information. • Include influence maps as you build out an account strategy. • Keep product teams on the same page with user flow diagrams. The potential is endless. Increase the power of Quip. Work visually. Look out for our Quip integration— coming soon!
  • 2. Are they objecting on price? Is this person acting aggressive or angry? Are they frustrated because of you? Boasting First Aid: Pause. Ask a question, and listen carefully. Preventative Care: Structure your calls, and come prepared with questions and goals. Information Overload First Aid: Ask yourself, “Which features will help solve their specific needs?” Preventative Care: Learn the industry use cases, and understand your buyer and solutions they need. Unplanned Mess First Aid: Clarify the goals of the call. Make sure you’re addressing their interests. Preventative Care: Re- search and plan! Come with a clear agenda and next steps. Mismatched Expectations First Aid: Take a deep breath. “Help me understand your process/ timeline.” Preventative Care: Be patient. Practice establish- ing expectations up front. Clean Bill of Health Your call is going well. Congratulations! Bad Day/Class-A Jerk Wrap up the call and try not to burn bridges. Resched- ule if possible. Cures for the Common Cold Call Does this person/company use your competitor? Not Convinced of Value First Aid: Take a step back. Try to solve problems. Don’t treat this as a dead end. Preventative Care: Prep by thinking of this organiza- tion’s needs and how your product can help. Symptoms What’s going on? How can you avoid this in the future? What can you do right now?First Aid Prevention Is your prospect actively participating in the conversation? No No Yes Quite a few Yes At any point have they seemed gen- uinely interested about the product or its features? Is your environment too noisy and/or busy? Is either side experiencing tech issues? How many questions have you asked in the past 5 minutes? So, what have you been monologuing about? Did you spend significant time preparing for this call? Are you talking to a key decision maker (or someone with influence)? Interruptions On Their End First Aid: Address it and ask, “Is there a better time for you?” Make a firm plan. Preventative Care: Send a confirmation email before the call. Make an onsite visit if necessary. Technical Difficulties First Aid: Send an email immediately with new dial-in info. Preventative Care: Have a backup plan. Create email templates so you can send new info right away. Interruptions On Your End First Aid: Go somewhere else/acknowledge the situation positively. Preventative Care: Book a demo room ahead of time, and get noise cancelling headphones. Need/Fit Mismatch First Aid: “Am I addressing any real problems for you?” Preventative Care: Pre-call planning, cultivate champ- ions, and make sure you’re talking to decision makers. Wrong Authority First Aid: Make a champion. Learn about the organiza- tion. Ask for referrals. Preventative Care: Re- search, understand the buyer, and learn titles in your industry. Ummmm. . . Cool features My product/ company No No Yes Yes I don’t think soYes Yes No Well. . . No Yes No Yes Yes No No