Mouse Over the Key Icon for Key Issues Shortcut

August 31st, 2012

The Decision Criteria screen of Dealmaker allows you to record a wealth of information about the decision makers and their priorities in your opportunity, whether it’s their key issues, or how they rank, or how your organization stacks up on each issue.

This, together with the Political Map screen, allows you to plot your relationship strategies with each key contact and navigate successfully through the power structure at play in the deal.

They key icon in Political Map reminds you that this particular contact is a key decision-maker and that you have ranked their perspective of the key issues in the deal.  But you don’t have to go back to Decision Criteria to see this information; you can just mouse over the key icon for the contact you’re interested in and your assessment of the key issues, as they see them, and in the order of importance as they perceive them, is presented to you.

If there’s an important contact in your political analysis that doesn’t have the key icon, you need to think about their decision criteria, if Coach Me doesn’t tell you first.

Mouse Over the Key Icon for Your Key Issues Shortcut

Mouse Over the Key Icon for Your Key Issues Shortcut

Click Coach Me to Get Action on your Political Map

August 24th, 2012

The Political Map in Dealmaker presents to you the tremendous wealth of information your can collect on the politics at play in your deal.  The picture really does paint a thousand words.  So, you’ve got all this great information, what do you next?  What’s your biggest priority?  How do you win this deal?

What you need is some solid, objective advice.  Click the Coach Me button and Coach Me will analyze the information, discover where you are weak, and propose next steps to successfully navigate through the choppy political waters of your deal.

Dealmaker Coach Me provides real-time, deal-specific coaching.

Click Coach Me to Get Action on your Political Analysis Map

Click Coach Me to Get Action on your Political Analysis Map

See the Decision Criteria Summary Section for What’s Important

August 17th, 2012

Sometimes, you need to get a feel for how you’re doing with the decision-makers in the opportunity, and you want a quick sense of the picture across all the decision criteria, and how you fare against those criteria and against your competitors.

The summary section in the top right of the Decision Criteria screen is graphically designed to summarize how all the various individual contact preferences translate into an overall customer ranking of the issues in the opportunity.  Next to each ranked criterion is your assessment of your relative position on that criterion – positive, neutral or negative.

What’s important to them, and by extension what’s important to you, at a glance.  This quickly points you to the areas you need to shore up, and which you can corroborate by clicking on Coach Me.

See the Decision Criteria Summary Section for What's Important

See the Decision Criteria Summary Section for What's Important

Working With Nodes on Your Political Map

August 10th, 2012

When you’re working with large or particularly complex customers and prospects, your Political Map can get pretty detailed as you work through a complete picture of the organization you are trying to sell to.  A picture does paint a thousand words, but sometimes with all that information you can’t see the wood for the trees.

Use the maximize/minimize feature in Dealmaker Political Maps to make the visual space easier to work with.  Clicking on the minus sign of a ‘node’ with a reporting line that you’re not interested in right now will cause that reporting line to be hidden and simplify your map.  To reveal the contacts again, simply click on the plus sign of the node.

Working With Nodes On Your Political Analysis Maps

Working With Nodes On Your Political Analysis Maps

Working With Nodes On Your Political Analysis Maps

Working With Nodes On Your Political Analysis Maps

Record Your Competitive Strategy If You Override Dealmaker

August 3rd, 2012

Dealmaker’s intelligence is built in to guide you to the optimal competitive strategy for your deal.  When you work through the competitive strategy wizard, in just a few seconds you will be advised on the best TAS competitive strategy.  You can also record the anticipated competitive strategy of your opponents in the deal.

If you don’t want to use the Dealmaker recommend strategy, just unclick the box and select your strategy choice from the drop-down.

You should also record your strategy details in the notes fields, so that both you and your manager can be sure you’re taking the best approach.

Record Your Competitive Strategy If You Override Dealmaker

Record Your Competitive Strategy If You Override Dealmaker

Let Dealmaker Guide Your Competitive Strategy

July 27th, 2012

Dealmaker provides a handy wizard to help you navigate through the determining criteria for your competitive strategy on each deal.  Just follow the wizard and you’ll be guided to the strategy that gives you the best chance of winning.

What if nature of the opportunity changes substantially, causing you to re-evaluate?  No problem.  Click on the Get Dealmaker Recommended Strategy button and follow the wizard again.  Dealmaker intelligence will do the analysis and recommendation for you.

Let Dealmaker Guide Your Competitive Strategy

Let Dealmaker Guide Your Competitive Strategy

Add TAS Assessment Competitors From Your CRM System

July 20th, 2012

Target Account Selling sales methodology is really about one crucial question: How am I doing in this opportunity compared to the competition?  Deals are rarely uncompetitive and you always want to make sure you’re the best placed to be awarded the deal.

The TAS Assessment screen allows you to chart how you’re doing in the opportunity against key assessment criteria and versus your opposition.  You don’t add competitors to this screen, however.  To add competitors for an opportunity, you go to the opportunity screen within your CRM system and add them there.  Dealmaker reads the opportunity information from your CRM system, inclusing any competitors you’ve added, and presents it to you.  That way you don’t have to re-key anything you’ve already done, saving you time.

Add TAS Assessment Competitors from Your CRM System

Add TAS Assessment Competitors From Your CRM System

Use the Notes fields for your Key TAS 1-20 Criteria

July 13th, 2012

To paraphrase a memorable line from George Orwell’s Animal Farm, all TAS 1-20 Criteria are equal, but some are more equal than others.  Compelling Event, Access to Funds and Political Alignment, for example, are crucial in most deals, and you and your manager will want to be rock solid on these particular facets of the oppotunity.

The key TAS 1-20 Criteria in Dealmaker have notes fields next to them for you to record the reasoning behind your assessment.  Make sure you use the notes fields; they keep you focused and also your managers informed and confident that you have the really important criteria nailed down.

Dealmaker is very flexible, allowing your Administrator to specify which of the TAS 1-20 Criteria – all, none, or a precious select few – should have notes fields next to them.

Use the Notes field on your Key TAS 1-20 Assessment Criteria

Use the Notes field on your Key TAS 1-20 Assessment Criteria

Click the Refresh Icon for the Latest Forecast

July 6th, 2012

On some of the key Dealmaker screens you’ll see the ‘Last updated from the CRM xx minute(s) ago’ message, followed by a curly arrow icon.  This tells you when Dealmaker last ‘synched’ its data with the CRM*.  The curly icon is the refresh command.

Use the refresh command if you have modified an existing opportunity in your CRM system (such as changed the opportunity amount) which is not yet reflected in Dealmaker.  You’ll get a Refresh in Progress message, and then you simply refresh your browser to get the very latest forecast.

To recap: if you’re entering in a brand new opportunity, you can either click through to Dealmaker from your CRM opportunity screen, or click the forecast refresh command to reflect your new opportunity.

If you’re changing an existing opportunity in your CRM system, click the forecast refresh command to get the lastest forecast.

If you’re updating an existing opportunity in Dealmaker itself, this change is automatically and immediately reflected in Dealmaker forecast.

*You will not see a refresh icon in Dealmaker Standalone, since Dealmaker is not connecting with a separate CRM system.

Click the Refresh Icon for the Latest Forecast

Click the Refresh Icon for the Latest Forecast

Let Dealmaker’s Inbuilt Intelligence Guide You

June 29th, 2012

Dealmaker encapsulates both sales process and sales methodology for your opportunities.  This means it is constantly monitoring the ‘how am I doing in this deal’ as well as the ‘where am I in this deal’.

Dealmaker takes the information you supply on your opportunities and compares and contrasts the data to make sure you’re on track. Where there are inconsistencies and gaps, Dealmaker uses its intelligence to guide you to where you need to focus to shore up weaknesses in your opportunity.

In TAS Assessment, your TAS 1-20 answers are checked alongside your Sales Process Qualifiers/Verifiable Outcomes to make sure you have all the bases covered.  A red triangle and a red assessment mark (=, – or ?) indicate where there is a problem that you need to fix.

Let Dealmaker's Inbuilt Intelligence Guide You

Let Dealmaker's Inbuilt Intelligence Guide You