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DealSheet Content

DealSheet Release note – 1.6

Release 1.6 of DealSheet and Partner DealSheet Each package has the following changes from 1.5.   DealSheet Addition of Permission sets Tow permission sets have been added to the package to simplify implementation. The two permission sets are User - for use with...

How can you ask for funding?

Here's some ideas for you to address the dreaded question of Budget in a customer. Rather than ask straight out one of the following might be a good options for you.. “We’ve got a number of options available; what were you looking to pay so I can match the...

Automating PGo PWin

Automating PGo PWin in Salesforce just got easier! Automating Pgo Pwin in salesforce can be done using process builder. This information shows you how to do this step by step. If you have any questions please do get in touch.

Opportunity Strategies

Once you have completed the Deal Sheet Evaluation your report will provide you with the following Quad chart. The purpose of the chart is to plot your competitive position against the likelihood of the prospect doing something. Typically, if the client is not ready to...

Establishing a review process

A key part of setting yourself up for success with DealSheet is the deployment of an effective review process for your opportunities. So what does this involve? Why do it? The objective of the deal review is to ensure that the sales professional and the sales...

Good Sales Objective setting

When a sales manager reviews a deal it is sometimes unclear to them (and the sales person) what success looks like. Without this clarity it is all too easy for things to be misinterpreted during reviews. By writing a clear sales objective in Deal Sheet you can bring...

DealSheet Trial (Microsoft)

Welcome to your DealSheet Trial Welcome to your DealSheet Trial in Microsoft CRM We are confident that it will help you to improve sales performance at your company. 1. Install Installation is straightforward for your DealSheet trial with the support of the...

DealSheet Trial

Welcome to your DealSheet Trial Welcome to your DealSheet Trial in Salesforce We are confident that it will help you to improve sales performance at your company. 1. Install Installation is straightforward for your DealSheet trial with the support of the appropriate...

Contact Mapping

Who in your clients organisation will be involved in the decision to procure your goods or services? Do you know? In B2B companies, the buying process will often involve more than a single decision maker - the average we found in 2015 was 5.8 people per opportunity....

Why bother with Sales Stages?

Getting deals to move through the pipeline towards final [successful] close is THE role of sales people. In our experience the more you align the sales stages [your sales process] with those in the clients buying process the better will be the velocity of your...

Why Buy? overview

Why do I need to buy something? and will I commit the necessary resources to sustain the change? We find that many less experienced salespeople are hooked on the solution, product brochures, demos and company presentations. At this stage in the customer buying process...

Solution? overview

The buyer knows they need to change, but what do they do next? We have already looked at stage 1 in the buying process, the Why Buy? On completion of this stage the buyer is motivated to change and they have the approval, resourcing and funding in place to make it...

Why you? overview

This final stage in the buying process is about balancing the risk and reward. It is here that the decision is made. Lets reflect on the process to date. Stage 1 of the process is about understanding the needs of the organisation and the reasons why change will create...

Should we? overview

In the Deal Sheet process this is the final stage of the evaluation. Here you must decide if the opportunity is one you want to win. As they say, be careful what you wish for in some instances. Especially those where the opportunity is not close to ones you have done...

Selecting Influencer Picklist

As standard the following are in the Influence pick-list. It is simple out of the box for good reason. You can change these in the Salesforce Administration by editing the object in Salesforce. None TBA Low Medium High Sole DM      

Self Review Questions

We have compiled a list of Questions that you can use to self review an opportunity. If you want to download these as a checklist yo can do so below.   WHY BUY? What specific event and drivers are making the client want to buy this...

The Buying Process – top 10 tips

Our top ten tips for understanding the prospects buying process are given below. Please use this to help you think through the dimensions of the buy process for your deals and to set out your action plan to develop the opportunities further. 1. Who are all the...

Why Buy Review Questions

In these few posts we wanted to start the ball rolling with some questions that sales managers and executives could look for when reviewing a DealSheet. Sales professionals can use this resource too to help them self test their current thinking. Please have a look and...

Solution Review Questions

We wanted to start the ball rolling with some questions that sales managers and executives could look for when reviewing a Deal Sheet. Sales professionals can use this resource too to help them self test their current thinking. Please have a look and give some of them...

Why You Review Questions

We wanted to start the ball rolling with some questions that sales managers and executives could look for when reviewing a Deal Sheet. Sales professionals can use this resource too to help them self test their current thinking. Please have a look and give some of them...

Review Questions – Overview

In a few posts we want to start the ball rolling with some questions that sales managers and executives could look for when reviewing a Deal Sheet. Before we do this though some general review type questions will perhaps be of help to you when looking at the...

Should We Review Questions

We wanted to start the ball rolling with some questions that sales managers and executives could look for when reviewing a Deal Sheet. Sales professionals can use this resource too to help them self test their current thinking. Please have a look and give some of them...

Next Steps – Review Questions

In these few posts we wanted to start the ball rolling with some questions that sales managers and executives could look for when reviewing a Deal Sheet. In this post we look specifically at the questions post Evaluation. Those that relate to progression of the...

Should We/Internal Review: Return on Effort

The final (and really important) element in the Should We Section relates to your RETURN ON EFFORT. Or put another way, is this deal worth you spending time on?   We use a simple approach to understanding this aspect of the qualification. There are two key...

Should We/Internal Review: Delivery Risk

The third element in the Should We Section relates to your DELIVERY RISK.   Ok, so you want to bid this. You believe you can win it. Great. Have you considered what will happen if you are lucky enough to win? Will you be able to deliver to the clients...

Should We/Internal Review: Bid Resources

The second critical aspect in the Should We Section relates to your BID RESOURCES needed to prepare and submit a winning bid.   Bidding is an expensive activity when you consider the resources and effort needed to prepare a winning bid. This is compounded in...

Why You: Value Proposition & Evidence

The final area in the Why You Section relates to your VALUE PROPOSITION and whether you are able to provide EVIDENCE  to support your claims.   Two interdependent factors are at play here. Both of them again relate to risk. It is vital to success that you de-risk...

Why You: Competitive Landscape

The third area in the Why You Section relates to your understanding of the COMPETITIVE LANDSCAPE. The Why You stage of the buying process is focused on selection of a supplier from a number who are compliant. Key to this selection is the perception of the buyer on the...

Why You: Mutual Trust

The second area in the Why You Section relates to the level of MUTUAL TRUST between the prospect organisation and your own.   When was the last time you bought anything from someone you didn't trust? Exactly. In B2B sales the level of investment is often high and...

Are you helping the customer to evaluate?

This relates to the EVALUATION SUPPORT you are able to provide for the prospect. The Solution  stage of the buying process is focused on the client determining their best course of action. They have clearly understood the potential value from their work on the...

Solution : Offer

This relates to the OFFER you intend to take to the client. Not all offers provide a real and differentiated value proposition to the prospect. In order to objectively determine whether your offer is a good one you must understand clearly the requirements and the...

Why You: Our Contact Level

The first area in the Why You Section relates to your  CONTACT LEVEL in the buying process.   Two main factors play into consideration when developing your contact strategy. Authority levels- this is the formal authority a person has in their position. Often this...

Solution/Partner Solution: Buying Process & Criteria

This considers the prospects Buying process and  the criteria they will use to assess proposals. For many of the more straightforward procurement exercises the prospects needs are clearly defined. They have a small team (or even one decision maker acting alone) with...

Solution: Requirements

Does the prospect have clearly defined REQUIREMENTS. It is really important that the prospect has a clear view of their requirements. Most procurements will not progress until such time as the organisation has captured what it needs and turned this into a list of...

Why Buy/Client Project: Project Resources

The final question in the Why Buy Section relates to the PROJECT RESOURCES.   By PROJECT RESOURCES we mean the sign off in the organisation to commit resources. Resources can be financial, people or assets. To deliver most projects the client has to make choices....

Why Buy/Client Project : Project Funding

The third question in the Why Buy Section relates to the PROJECT FUNDING.   By PROJECT FUNDING  we mean the money the prospect has allocated, budgetted, set-aside, earmarked etc to pay for the project. After all. If they don't have the money set aside to pay for...

Why Buy/Client Project: Timescales

The second question related to Why Buy relates to the project TIMESCALES. Why are the timesacales an important indicator to the likely closure of an opportunity and what does this mean? By Project Timescales we mean the timescales the client has set out for their...

Why Buy/Client Project: Business Case

The first question in the Why Buy Section relates to the BUSINESS CASE.   By BUSINESS CASE we mean the value driver which will make the prospect change from their current status quo. Why should they change at all? Typically for commercial organisations there...

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