Frequently Asked Questions

Frequently Asked Questions2018-07-20T12:40:46+00:00
What is a SPEEDSHEETS2018-07-20T12:56:39+00:00

SPEEDSHEETS are the ONLY A.I. driven business outcome sales intelligence tool (Patent Pending) to enable sales & marketing to build high-performing pipelines by uncovering & aligning a vendor’s financial value to individual target accounts strategic initiatives for more productive and rewarding decision maker engagements. Simply put, we help you sell more, faster and easier.

Who uses SPEEDSHEETS?2018-07-20T12:38:24+00:00

All Sales channels use SPEEDSHEETS whether direct sales, indirect or partner sales, lead development reps (LDRs), business dev (BD), inside sales & professional services teams to generate more high-quality opportunities and supporting greater velocity to close. SPEEDSHEETS helps marketing teams 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?2018-07-20T12:56:08+00:00

“Understand Target Accounts” tab has your target account’s Actionable Financial Insights based on their corporate goals, initiatives and financial gaps insights, and how your products or services align and deliver value to them. It’s an internal sales & marketing section.

“Align Your Value” tab has the vendor’s Value Alignment Matrix, which shows how your products or services deliver business outcomes and financial value to the account and its decision makers. It’s an internal or customer facing sales & marketing section.

“Partner with the C-Suite” tab has your Value Hypothesis, a 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. The value Control, Center does versioning & communications. It’s a client facing sales & marketing section.

The “ABM Messaging” tab has your “Messaging Control Center”, automated messaging dashboard for your outcome and client-facing communications.

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.