Frequently Asked Questions

Frequently Asked Questions2018-07-20T12:40:46+00:00
What is a SPEEDSHEET?2019-01-05T17:49:57+00:00

SPEEDSHEETS are the ONLY Sales Engagement & Intelligence tool (patent pending) to enable any size or type of B2B sales team to quickly build high-performing opportunities when selling into Strategic accounts using a top-down sales approach. They fuel opportunity production with new or existing accounts by determining a vendor’s business value and then aligning it with any target or individual account. They get you to decision makers faster and easier. Simply put, we help you sell more, faster and easier.

Who uses SPEEDSHEETS?2019-01-05T17:52:49+00:00

All B2B Sales channels use SPEEDSHEETS whether direct sales, indirect or partner sales, lead development reps (LDRs), or Inside sales teams to generate more high-quality opportunities and support greater velocities to close. SPEEDSHEETS also helps marketing teams (ABM) improve lead production, quality, and campaign effectiveness, especially when targeting new accounts and executives and decision makers.

What are the different sections of the SPEEDSHEETS?2019-01-05T18:19:53+00:00

Starts with the “Align Your Value” section. It is where your business outcomes or value is determined for you.  It shows how your products or services deliver business outcomes and financial value to the account’s executives,  and its decision makers and C-Suite. It’s internal to sales & marketing.

There is the “Understand Target Accounts” section. It is where your target account’s financial pains reside and sales intelligence on their 10-K  corporate goals, initiatives, and financial gaps. It includes your prospecting or outbound sales messaging and content to drive access and engagement.  It’s internal to sales & marketing.

Lastly, is the “Business Value Narrative” section (Busines case to get the meetings and drive the sale).  It is detailed, rolled up business outcome of the financial value you could deliver to the target account if you sold them all or part of your products or services. It’s a client facing section.

How do I effectively use a SPEEDSHEETS in my sales process?2018-07-20T12:55:40+00:00

Regardless of sales process, SPEEDSHEETS accelerate multiple pipeline phases, starting with helping you:
a. Quickly understand Target Account goals, initiatives, and financial gaps and prospect top down establishing relationships based on value.
b. Build stronger opportunities aligning your business value getting to decision makers.
c. Communicate Value Propositions supported by business financial outcomes that outflank your competition.
d. Refine requirements deep & wide aligning the buyer committee to your product’s business outcomes.
e. Accelerate proposal acceptance justifying your costs, strategic alignment and justifications.
f. Close Decision Makers and sell larger deals using a C-suite value hypothesis.

Will it work with my Products or Services?2018-07-20T12:55:09+00:00

SPEEDSHEETS are NOT Product or Services specific. SPEEDSHEETS deliver measurable financial intelligence that can be used by sales to start a conversation, further a conversation or simply map a strategy to penetrate a targeted account.

Does it matter what vertical market I sell into?2018-07-20T12:54:36+00:00

SPEEDSHEETS support ALL vertical markets.

How do I communicate value messages using SPEEDSHEETS?2018-07-20T12:54:11+00:00

Each section of the SPEEDSHEETS supports your custom, outcome based value messages. Use the automated Messaging Control Center to build personalized executive messages; or cut and paste messages from the Understand Target Accounts, Align Your Value or Partner with the C-suite sections.

Is every SPEEDSHEET a custom request or is there a Database of SPEEDSHEETS by Company we can access?2018-07-20T12:53:30+00:00

Every SPEEDSHEET is custom-built for each vendor, its products and/or services and its target accounts. The data you receive is only for you. However, once you are a client, your database of SPEEDSHEETS are kept online in our database for your access anytime you wish.

How long does it take to get a SPEEDSHEETS?2018-07-20T12:52:47+00:00

The day we receive your order, we schedule our onsite Value Workshop to determine your products or services business outcome value. This is typically within 2-3 weeks. Your SPEEDSHEETS are then delivered within 10 days after the workshop.

How do you align my value proposition with a prospect’s strategic initiatives?2017-08-23T13:13:50+00:00

The first step in our process is an onsite Value Workshop to develop your “Value Inventory”. Your Value Inventory and your prospect’s key initiatives (from their 10-K and Shareholder letter) are entered into our AI engine and aligned to provide the most comprehensive actionable intelligence available.

What is the difference between a SPEEDSHEETS and say D&B or OneSource?2018-07-20T12:51:24+00:00

SPEEDSHEETS are the ONLY solution that aligns your value with a prospect’s key strategic initiatives. Companies like Hoovers and D&B only aggregate data for you. You are then forced to dig through it for financial intelligence and then try to align your value to a prospect’s strategic initiatives.

Are SPEEDSHEETS updated regularly?2018-07-20T12:50:49+00:00

We offer a maintenance program where your SPEEDSHEETS are updated two (2) times per year, and available in your own private database.

We use a sales methodology like Solution Selling or SPIN. How does a SPEEDSHEETS impact our process?2018-07-20T12:49:57+00:00

A SPEEDSHEETS is the missing piece to your formal sales methodology. A SPEEDSHEETS is typically used as the first step in discovery. We provide the foundation for identifying a prospect’s stated goals (From their 10-K), strategic initiatives, and financial history. A SPEEDSHEETS is a roadmap to the strategic sale.

Can you produce a SPEEDSHEETs for a non-public company?2018-07-20T12:48:42+00:00

Non-public company SPEEDSHEETS are a little more tricky. We will first determine the size of the company based on number of employees. Next, we use similar size organizations in the same industry to estimate financial information. We utilize public domain information to fill the gaps and provide actionable intelligence.

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