Page 45 - Superion Sales
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SUPERION – Sales Playbook
3. Seller’s Business Impact –
• What product/solution aligns best with customer priorities?
• What business impact will the solution create for the customer?
• How would that impact link to defined initiatives and executive priorities, perhaps in a way the
customer didn’t expect?
4. Seller’s Company Believability – Proof Points
• Why should the customer believe you?
• What evidence (references, case studies, research, etc.) increases the customer’s confidence?
The Marketable Insight Test
EP: Is it aligned to an executive priority?
DI: Is it aligned to a defined customer initiative?
Buyers: Is it relevant to the target audience?
BI: Is the value provided by us differentiated?
PP: What’s the proof point(s)?
Where to find information needed to create these statements? Some examples, include:
• Website (published budget, 5 year Operating Plan, IT Plan, etc.)
• Google News – what’s going on in a municipality?
• Projects underway – large efforts (costs) found on website or articles
• Board of Commissioners Meeting minutes (see back issues and see who influencers are)
• Website – how do they engage citizens? Online services offered? How far along…?
• Watch neighboring counties – people network and talk to each other about what they’re doing
• Social Media sites – who is who/where did they come from previously, etc.
Discovery Research Tip:
• Google to find Executive priorities
• TIP: site search
o Site:losangelescountyERP (input city/county name after word Site: and then complete with
the relevant search word. In this example the word is ‘ERP’).
• This means of searching the Internet will pull up every reference of your key word where the city
has used the term
3/8/2018
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