This is the pipeline. We will use it to move our opportunities through the sales cycle.

1. 1-Noticing 1-Noticing 2-Identifying 2-Identifying 3-Validating 3-Validating 4-Qualifying 4-Qualifying 5-Proposing 5-Proposing 6-Closing 6-Closing TSL EQ ERIC TSL Draft TSL Proposal HIT list RST COS PPM PSM EP OP VC 1 & 2 100% 10% 50% 25% 75% TARGET These are the names for the 6 sales steps, and they represent the key sales activities at this stage. (Step 7 is the implementation stage). In order to move from one step to another, certain activities need to be done with the customer. These lines represent the seller having completed a step. This is important for forecasting your own pipeline. This is your target – your sales plan, your quota!. If for example your target is €0.5m, you need €5m worth of identified (validating) opportunities at 10% to „guarantee“ you will achieve your targets! DO YOU HAVE ENOUGH? These are the sales aids. They are used to collect information, and are designed to be shared with the customer. They are positioned at the „logical“ place in the sales process, but can be used at any time. When you drag a sales aid onto the opportunity, it will attach the sales aid in the form of a template (doc or xls) .These are easier to format to your company‘s image, for when you send them to the customer. This is the pipeline. We will use it to move our opportunities through the sales cycle. For example, when you have identified an opportunity, and are in the process of building the vision, there is a 10% chance of this opportunity closing. Then 25% when it is validated, 50% when it is qualified, 75% when it is proposed, and 100% when it is closed. This is a new opportunity. When you create it, it will be entered into step 1. You can now move it forward, and attach all of the sales aids to move your sale forward! As the opportunity moves forward, it will automatically adjust your forecast.

2. 1-Noticing 1-Noticing 2-Identifying 2-Identifying 3-Validating 3-Validating 4-Qualifying 4-Qualifying 5-Proposing 5-Proposing 6-Closing 6-Closing OP TSL COS VC1&2 PPM EQ PSM EPIC EP TSL Draft TSL Proposal HIT List RST Total Solution Landscape Purpose Understand your clients’ technology environment and how it runs their business. Demonstrate competence. Discover opportunities . Action Collect and keep a record of your customer’s technology landscape. Opportunity Plan Purpose Understand, and demonstrate knowledge of your clients’ business strategy and plans. Action Collect information about current strategy, projects and plans. Conditions of Satisfaction form Purpose Search for a way to measure the success and results of your work, with your client. Action Introduce the concept of “searching for value” and “long term satisfaction”. EPIC call planner Purpose Plan your sales calls. Think of enough good questions to ask. Bring structure and logic to your sales technique. Action Note down 2-3 questions in each area of the model. If appropriate, allow the model to guide your conversation. Reference Story Template Purpose Create reference stories that can be used actively as a part of an acquisition drive. Action Complete the template, ideally with your client. Send it out to potential customers, or speak about it on the phone or face to face. Total Solution Landscape - Proposal Purpose Present the final proposal with all product specs, man hours, modules etc. The TSL is the product piece of the final proposal. In addition you would insert business cases, SLA’s, value statements. Action The questions within the template are designed to prompt all the necessary questions that need to be clarified before moving into the implementation stage. The discussion around the questions will result in the detail going into the final proposal. HIT List Purpose Negotiating planning tool. Plan your positions, your last offer, the things you desperately need, the things that would make the deal perfect. Use this as the foundation for your discussion. Use the HIT List to keep the negotiation fair and rational. Action Put yourself into their shoes, and make assumptions about what they need, have to have and would like to have, and what they can trade. Then do it for yourselves. Power Search Mail Purpose Consolidate the buying vision. Negotiate access to the key decision maker. Action Write a mail that consolidates and summarizes your sales activities up until this point, and what has been agreed to. Send it to your sponsors, and ask to move the sale forward to the next step. Engagement Plan Purpose Get firm commitment from your client. Transfer ownership. Scope the deal. Qualify the opportunity. Action Complete the template with a complete listing of all necessary steps from now until the implementation stage. Allow room for you client to add their own ideas. This also (as well as the TSL Draft) needs to be cleared by the key decision maker before moving forward. Total Solution Landscape – Draft Solution Purpose The draft solution – clearly outlining which products will be used, and which business needs they will fulfil. Action Complete the template with your solution knowledge. This needs to be cleared by the key decision maker before moving forward. Early Qualifier Purpose Assess the quality of an opportunity. Judge win-chances. Shared understanding for the sales team. Ask the difficult questions early. Action Complete the questionnaire and analyse the results. Pain and Personality Map Purpose Analyse your clients’ organisational problems. Understand power. Consult. Qualify the opportunity. Plan. Action Collect information about the people:- (pain, attitude, compelling reason, level of support) and link it all together. Value Chain parts 1&2 Purpose Create curiosity. Sell with value. Look for tangible business results of your solution. Action Write a statement that your client will respond to in step2, and then revise this, add more detail & facts, in step 4. TSL EQ EPIC TSL Draft TSL Proposal HIT list RST COS PPM PSM EP OP VC 1 & 2