Sales Workshops (BJ Bushur)
Opportunity Management Workshop held 10/18/22 by BJ Bushur
Topics: MEDPICC, new deal sheet, spider graph, mutual action plans, etc.
--
Outbound Workshop held 12/1/22 by BJ Bushur
Topics:
- Prospecting/ qualifying at eFC
- ICP overview
- Outbound sales plays for Insurance, Manufacturing/ CPG, Social Care
- Effective prospecting in consultative selling
- Business Value & Impact
- Differentiators
- Compelling Events Examples
- Sales Playbook Assets: Opportunity Management Workshop
- Workshop Recordings/ Agendas
- Sales Playbook Assets - Outbound Workshop
Compelling Events Examples
Compelling Events
Customer requirements that compel them to buy by a certain date/event:
● Automation/Digital Transformation Initiatives
● New leader, new company (previous client)
● Timebound for implementation (interns, contractors, consultants)
● Moving/running out of storage space – moving buildings
● Upcoming audit
● Grants available only for certain timeframe
● Competitive vendor’s license ending
● New product launch
● Merger/Acquisition
● Can’t hire more people (economic downturn)
● Hiring lots of people
● Start of new fiscal year, by tax season
● Regulatory changes – need to comply by X date
● Disasters: need to electronically store documents
● Condemned building has all of our physical documents now
Sales Playbook Assets: Opportunity Management Workshop
Deal Sheet Legend - Spider Graph
Discovery Call Checklist
MEDDPICC Overview
Mutual Action Plan Template (with sample)
Sales Process Overview
Updated Deal Sheet
Workshop Recordings/ Agendas
Updated Deal Sheet Explainer
MEDDPICC Explainer
Raw Recordings From Workshop
December 1st 2022