Metrics – internal inspection questions
Status Red – Metric / proof points presented or sample metric / ROI presented but not validated by the prospect.
Guiding Light Principle: Agreement. The major objective at this level is to gain agreement that the metric proof points are relevant to their environment, illustrate that you have listen to the prospect and you understand their needs and their business.
- Tell me how you researched the company?
- Explain to me what key business objectives you can impact?
- Describe to me how you researched key players in the organization (LinkedIn, Twitter, blogs)
- Tell me what you know about the audience and their potential hot buttons (website, mission, press releases, news)?
- Explain to me what questions you prepared in advance to help you gain agreement on how our capabilities could impact their PBO’s?
- Describe to me the metric you have from an existing customer that is relevant & the impact this metric will have?
Status Yellow – Metric / ROI is validated by customer but not documented.
Guiding Light Principal – Adoption
- Tell me what feedback you got to validate your opinion that they accepted our Metrics?
- Explain who validated the metrics impact?
- Describe whom this would this be most important too?
- Tell me how? Who cares? What’s her title?
- Explain to me how you know you have agreement with the prospect?
- Describe to me how you are going to move this “theoretical” metric to a metric that they will take ownership of?
Status Green – Customer has taken ownership of metric / ROI and is documented within their decision process.
Guiding Light Principle:The Customer is demonstrating ownership
- Tell me how the customer embraced and took ownership of the Metric?
- Explain to me how the Metrics have been documented in Dc & Dp of the Buying Process?
- Describe to me what the validation activities in the Buying Process are?
- Tell me how the validation activity generated a measurable result?
- Explain to me what the results were? Were they compelling? Says who?
- Describe to me how you know the customer is ready to approve the metric as valid?
- Tell me how you know the approved metric is being documented internally?
- Explain to me what did you do to verify this?
- Describe to me how you know the Metric has been accepted as a CVO – Customer Verifiable Outcome of the Validation event?