Flashcards - Kinetic

Question 1

Elevator pitch - stranger

Answer 1

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Question 2

Elevator pitch - govtech friend

Answer 2

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Question 3

Elevator pitch - potential buyer/investor

Answer 3

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Question 4

Summary and story - Customer Journey Mapping

Answer 4

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Question 5

Summary and story - Pre-Sales Process Design

Answer 5

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Question 6

Summary and story - Documentation

Answer 6

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Question 7

Summary and story - Competitive research

Answer 7

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Question 8

Summary and story - RFP / Proposals

Answer 8

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Question 9

Summary and story - Optimize Demo Environment

Answer 9

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Question 10

Summary and story - Territory planning

Answer 10

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Question 11

Summary and story - Sales Enablement

Answer 11

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Question 12

Summary and story - Top-of-funnel process design

Answer 12

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Question 13

Summary and story - Data / Reporting

Answer 13

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Question 14

Summary and story - Forecasting

Answer 14

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Question 15

Summary and story - ICP Development

Answer 15

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Question 16

Discovery prompter

Answer 16

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Question 17

Cold call opener

Answer 17

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Question 18

Objection: We’re not ready for revops

Answer 18

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Question 19

Objection: We have no budget

Answer 19

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Question 20

Objection: We’re fine

Answer 20

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Question 21

Objection: It’s a demand gen problem

Answer 21

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Question 22

Elevator pitch: Downstream vs upstream

Answer 22

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Question 23

Cold call: Sorry can’t talk, I’m prepping for a meeting

Answer 23

Yeah, I know I’m calling out of the blue…would it even be worth 10 seconds for me to let you know why I’m calling and you can tell me if it’s even worth me following up?

Question 24

Cold call: Send me an email

Question 25

Cold call: So do you do sales?

Question 26

Closing: I need to think about it

Answer 26

People think they need more time, when really the time won't generate any new info. It's an info gap. So what info is missing?

Question 27

Just recite: What are the ripple effects you're seeing this challenge having on the business? What would get derailed if you didn't make progress in solving these challenges? How is this challenge impacting the business as a whole? Who else is this challenge impacting and how?

Question 28

Recite targeted diagnostic questions: 1. To what extent is your win rate due to competition? 2. To what extent is ____ an issue with you? 3. Many of our customers are seeing ___. How is that showing up in your world?

Question 29

Recite: What's causing X to be a priority?

Question 30

Recite: “Before we go too much further, I want to be sure we’re anchoring our conversation to the right thing. Is this THE challenge you care about solving?"

Question 31

Discovery prompter - Camino

Question 32

Discovery prompter - BtT

Question 33

What is your pricing structure?

Question 34

Do you do commission-based?

Question 35

How much time do you think this will take?

Question 36

Do you help with our CRM?

Question 37

Objection: Where's your quota?

Question 38

Objection: I need better performance metrics

Question 39

Objection: I need lower base / higher commission

Question 40

Objection: I want a longer commitment

Question 41

Objection: How do I know that you will deliver?

Question 42

Explain "time to competence"

Question 43

What will actually be in the Needs Assessment?

Question 44

How comprehensive will the Needs Assessment and the Growth Playbook be?

Question 45

Explain why win rate is so important

Question 46

Objection: This is too expensive

Question 47

I can only afford half your retainer + high commission

Question 48

Objection: We're pretty far off when it comes to pricing

Question 49

Objection: We've been burned by consultants in the past

Question 50

Concern: I don't know what I don't know here

Question 51

Recite: Can you help me understand what's causing this to be a concern?

Question 52

Recite: That's a valid concern. Seems like you're ____.

Question 53

Objection: I don't want to start until next month. We're busy wrapping up end of quarter.

Question 54

Talk track: "People like us buy from people like them"

Question 55

Talk track: Become a river guide