Page 80 - Sales Playbook (2)
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SUPERION – Sales Playbook
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.
Sales Plan
In each stage of the buying process, VVSS identifies specific seller actions that are required to
advance the opportunity to the next stage. Sales stages appear as a series of tabs on each
opportunity. To advance an opportunity to the next stage, the opportunity owner needs to complete
the required actions, check the Closed checkbox, and click Update Plan.
Clicking Job Aids provides additional training information and materials that assist the Sales
Representative. The Sales rep can also click the Request Additional Coaching button to send an
email to the sales manager indicating that assistance is needed with this opportunity.
3/8/2018
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