This article outlines talk tracks and strategies to introduce Accord during the Sales and Success process.
The first question new Accord users ask is, how do I use this with my customer? This article goes over how to introduce a Mutual Action Plan to your customer and kick-off a collaborative selling experience.
Key Takeaways:
- Step 1: Start with the Summary page.
- Step 2: Move on to Next Steps and agree on a path forward
- Step 3: Align on a timeline to get a solution in place
- Step 4: Start multi-threading your Opportunity on the Team page.
When to Introduce Accord / Who to Introduce it To
An Accord should be introduced when the customer has expressed interest in further evaluation, beyond a discovery call.
Step 1: Start with the Summary Page
The Summary Page is the first thing your Champion should see. The Summary Page will explain the WHY behind the deal, and position the mutual plan as something you'll use to help them make an informed decision.
On your Screen Share, pull up the Summary and...
"Hey, so I'm putting together this document to make sure you have all the information you need to figure out if we're the right solution. I'll give you access to this in a moment, and we'll work on it together throughout the process. Here's what I got from our first conversation(s): [recap the goals section of the summary]. Does that cover it? Anything else you would add?"
If you need to elaborate further...
"You've been tasked with potentially buying something, which I know can be a difficult process. I'm hoping you can use this to go have the best conversation possible with your boss / exec / finance team, and be able to easily answer their questions."
Step 2: Now that you've agreed on their goals, go to next steps to align on how they'll get there.
"Ok, so here's how a companies like [account name] usually evaluate and implement [solution]. So far we've [recap of completed steps], and from here we will [summarize stages & steps from interest to live]. Want to make sure this plan works for you - what things will we need to add here if we're going to partner on this? We'll update this we as we go."
Walk them through the Next Steps, remember this is all just a recommendation, and you're going to work with them on getting it right.
Step 3: Align on a timeline to get the solution in place asap
"I want to make sure we understand your ideal timeline. If you do decide to move forward - when is it important to have a solution in place? / when do you see yourself implementing the solution? / when is it important to have those problems solved? Why?"
Step 4: Go to the Team Page to figure out the key stakeholders.
"Usually when we partner with a company like [account name] there's an exec sponsor who ends up being the signer and/or budget holder. Do you already know who that will be?"