in previous sessions we talked about the methodology and a model and the data model now what we learned in the data model is that it went through a variety of stages so I'm gonna take that opportunity to divide these stages again and I wonder if some of you can remember what those stages are for example the first one was prospect what was the second one do you recall mql next one asked you all next one I know you want me to write a win down there but it's not right we're gonna call it commit and
why win enclose indicate the end of something it's a mutual commitment then we go live from life we go to recurring revenue Emma are our error and then we go to LTV what we see down here is a framework and if all the future for materials we're gonna work within that framework I'm gonna give you a few things on what is happening down here in here there's marketing down here is prospecting prospect then we have selling sales then we have onboarding I'm just breathing that following onboarding do you remember what it is achieve impact and
then finally we have grow now again we use the specific word we use don't use expand because expand or anything that indicates that there's not customer centric we're trying to stay away from that what we have down here is the opportunity now what I'm gonna do is I'm gonna show you within these brackets what the sales process is and as a sales process the process I'm gonna identify the tasks that are gonna go in there so for example I'm gonna start with prospecting prospecting I got outbound and I'm just breathing it out and I got
inbound but I also may have target and when I say targets I mean like target the difference between outbound and target Alberto might go to a lot of people like a thousand people one person inside a company target I may go to four or five people you may inside an organization you may think of this as ABM so that was our several of the processes that than prospecting if I go upstream and I go like hey what processes are sitting in the marketing part well we may don't have down here we may have SEO is
one of the processes we may don't have here content y'all may be one of the stories there's a lot of stuff step that we're down every we have nurture there's a lot of things that we can do down here those are the steps of the marketing process if I now see what are the steps in the sales process well if all these sql's come in I actually may have to do a discovery call discovery this go following a discovery I'm a dude mo following the demo I may provide a proposal propose and following a proposal
I may have to go and assist them and help them to gain commitment we call that trade not negotiation trade we pick all these words because we believe that are really where is very important to be customer centric the moment in time that I now see me all like that the trade moves on from the trade I now go to what onboarding now with high technical sales processes I need I need a sales engineer to tell me if the system actually can sell so what you sometimes may find that we have pre-boarding here and that
the pre-boarding advises later on during the onboarding which is where this is gonna go or not now following that following your morning I go to the next step and this is an important step because down here we achieve impact through usage if the customer doesn't get that you know what they're gonna may not be too happy so we're gonna have like a problem scenario or you know like they're gonna indicate that that they have an issue and if that doesn't work they may be off board it to go back out of the system obviously we
hope that the customers who have a problem get well real soon to your ability to help them manage through that after that what we are going to go into and we're gonna go into one more step and its last stuff this last step as essentially has three specific blocks renew is the most common one so I'll get all like that is when you sell to the same customer the same solution the next one that we have is upsell we sell to the same customer more of the new solution we then have the cross sell we
sell to new customers a new solution these are indicating of the process of different processes what I've done here is simply using that model on top I've created with you the ability to define your sales processes as simple as they are we recommend that you hang a poster on is in your office because this is the way where we can point as if we run into a problem we can point somewhere and we say Jocko I don't have enough SQL down here okay do we don't have enough from outbound or inbound Jocko I don't have
enough MQ else okay which campaigned in a generation what is the the SEO metrics where where does it what did not generate the right amount of mqs and so we can use this and what what happens when we hang this as a poster on the wall everybody your colleagues are looking at it from the same point of view and you're looking at the same model it's team building this is what a proper process will do this process now is maps to a data model and is mapped to a sales methodology in order to provide you
with a simple to understand common methodology for your entire customer facing organization with all the defined processes what I'm going to talk about next is picking one of these processes for example discovery call and we're going to dive in and further analyze how can we improve simply that discovery process [Music]
