Deal Review template
Transcript: What was the story that we told Why was this story powerful & important Was it similar to another customer story & did you leverage this to help with the customer vision? How did we paint the vision of a connected customer company? Customer Name:? Industry:? Partner:? ACV/TCV:? Competition:? (Why did the customer go us over them?) Sales Team:? It's important to highlist what the business does and the business problem we are solving. How did you uncover their decision making process? How did you connect with power? Did you leverage anyone else in your team to help? What worked well and what didn’t? What was the vision? What were the Plays of the Day? Here is where we learn June 2015 Deal overview Executive Engagement Who were we engaged with? How did you go about navigating the account? Discovery & Qualification What can we take away and replicate? If we had lost this deal, why would that have been? What did we find during discovery? What persona’s that were used to show value? Business plans, who went to who and how was opportunity identified? What resources were leveraged during this process? Any take away lessons that you would change next time? Discovery: How did we execute killer discovery? Build trust, rapport and credibility? Joint Plan: How did you position and execute a joint success plan? Executive Engagement: Where were we engaged and how did we navigate the org chart to win mindshare & support? ROI/Value: What were the value drivers and how did we quantify benefits? Vision: How did we paint a differentiated, Connected Company Vision for the customer? Instructions How did we apply the CBU Playbook to win this deal? How did we apply the CBU Playbook to win this deal? Here is your chance to share your hard work & success Account Executives, Solution Engineers and Managers should creatively put together a short 5 to 7 minute video presentation Please use the following as a guide for what could be included Think about what you learned, what your colleagues could learn, what went well, what didn’t & anything else you feel is relevant YOU DON'T NEED TO ANSWER ALL OF THE FOLLOWING QUESTIONS. Focus on what is relevant to your deal, how you differentiated and what you think will help others Example cover Slide What were the Plays of the Day? Learnings Thank you Deal Review template