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Buyer Process Stages Quiz

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Questions and Answers

What is the main goal of developing champions to pro-actively sell on our behalf?

To align vision with EB
To prioritize the portfolio and business value
To create a successful sales team (correct)
To agree on the decision process

What is the purpose of the 'POV: position before execute' approach?

To achieve what you want with any tech
To define clear success criteria linked to RC and PBO (correct)
To involve the customer in the build
To build an agile solution

What is the purpose of the 'MEDDPICC' approach?

To align on the prioritized portfolio and associated business value
To define metrics and decision for a success plan (correct)
To agree on the decision process
To rely on DEP and align/plan value

What is the purpose of the '3S' approach?

To start, structure, and scale (B) Signup and view all the answers

What is the purpose of the '5P' approach?

To focus on people, platform, process, portfolio, and promotion (C) Signup and view all the answers

What is the main goal of the 'Align/plan value' approach?

To align and plan the value of the solution (D) Signup and view all the answers

What is the purpose of the 'Validate and influence the scope' approach?

To ensure the scope of the solution is validated and influenced (C) Signup and view all the answers

What is the purpose of the 'Could we just present an existing app / reference call' approach?

To present an existing app or reference call to the customer (A) Signup and view all the answers

What is the purpose of the 'Always Be Qualifying!' approach?

To influence the solution with our differentiators and traps for competitors (A) Signup and view all the answers

What is the purpose of the 'Short with a wow effect => ideally use case from Portfolio Workshop' approach?

To present a short, impactful solution that is based on a use case from the Portfolio Workshop (C) Signup and view all the answers