Page 93 - Superion Sales
P. 93
SUPERION – Sales Playbook
Description: This large text field in the Description/Notes section can be used to add important
details about the deal as the sales process progresses. When adding notes to any Salesforce
record, use the following best practice format with the date and your initials:
Example: MM/DD/YY DM: followed by the note.
Marketable Insight & Deal Strategy
The Marketable Insight & Deal Strategy section needs to be completed for opportunities that
significantly influence your forecast. This key component of VVSS ensures you understand a
customer’s or prospect’s goals and defined initiatives, resulting in a competitive deal strategy that
increases your chance of closing the deal. This section, along with the 3-2-1 Buyer Map, is
discussed in one-on-one Deal Review meetings between the opportunity owner and their
manager. Complete each field, using the hover help for guidance, as you work the deal.
Additional Details
The additional details section prompts you to add Primary and Secondary Win/Loss reasons from
an extensive picklist when closing an opportunity as Sales Complete or Lost. This is also where
the Winning Software Vendor is indicated after a Loss. Again, this information is very important for
tracking purposes.
3/8/2018
Page 93
