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SUPERION – Sales Playbook
Deal Desk is a forum that provides visibility into deals by Superion stakeholders for opportunities
that fall outside standard contract, commercial, or business operation terms. Deal Desk promotes
collaborative visibility and support to maximize deal value while minimizing risks. Any deal with a
commercial or legal trigger may be on the weekly Deal Desk agenda, which is attended by the
opportunity owner, his or her manager, and executives and key leaders from across the
organization. Prior to the Deal Desk meeting, the sales rep is required to complete the Deal Desk
request form to prepare for the review.
3-2-1 Buyer Map
The 3-2-1 Buyer map is used by the opportunity owner to identify both the influence level and role
of each stakeholder. 3-2-1 ensures the sales rep communicates with three (3) agency contacts in
two (2) different departments, with one (1) catalyst (someone with a high degree of influence with
either authority to buy or access/association to someone in the organization who does). Reminders
to complete the 3-2-1 Buyer map is built into the Sales Plan. Use the 3-2-1 Buyer Map instead of
“Contact Roles.”
Legal and Finance Sections
After a sales rep changes the stage to “Sales Complete,” Legal and Finance reviews take place,
and update the Legal and Finance sections on the opportunity. After Finance changes the
“Finance Review Status” field to Approved, they change the opportunity stage to “Signed” and the
opportunity is closed/won.
3/8/2018
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