Page 41 - Superion Sales

SUPERION – Sales Playbook

Criteria Deal Commit Stage Definition/Action

Sales Qualification Pipeline Developed Sales is working a qualified opportunity that has a
budget vehicle identified and the agency has begun
internal preparation for a procurement.
During this stage, the rep adds budgetary pricing to
the opportunity.

Sales Proposed Upside Proposed Sales responded to an RFP or provided a price quote.
“Sync” the quote to the opportunity.

Upside After responding to an RFP, Superion has advanced to
the next level with other competitors

Sales Shortlisted Expected Shortlisted Appropriate Steps to Close completed, including an
understanding of council/board approvals required
and meeting dates.
Technical validation is received.

Sales Selected Expected Selected Superion has been formally or informally selected as
the vendor of choice. Contract negotiations have not
been completed.

Deal Won Expected Sales Contract negotiations are complete and the contract
Complete has been signed. Sales update the opportunity to
“Sales Complete” and completes the Primary and
Secondary Win/Loss reasons. Legal and Finance
Reviews are pending.

Legal and Finance Expected Signed Opportunity automatically changes to “Signed” and
review completed assets are created on the opportunity.

Deal Lost No Deal Lost Superion was not the selected vendor. Sales Rep
updates the opportunity stage to “Lost” and completes
the Primary and Secondary win/loss reasons.

BANT Qualification Framework – BDRs work to obtain data

BANT (Budget, Authority, Need, Timeline) is a qualification framework that covers all the broad strokes of
opportunity and stakeholder-level qualification and seeks to uncover the following four pieces of
information:

• Budget: is the prospect capable of buying?
• Authority: Does your contact have adequate authority to sign off on a purchase?
• Need: Does the prospect have a business pain you can solve?
• Timeline: When is the prospect planning to buy?

3/8/2018

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