| Prospecting |
- Identify Target Institutions and Contacts
- Research Institution Background, needs, strategic initiatives
- understand key decision-makers and influencers
- Identify current solution used (if any)
- Determine potential challenges w/ current solution
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- Browse Target Institution website
- Identify key contacts to prospect by using site directories
- Identify suitable courses that align with our offerings
- View syllabus if possible to understand current solution in place
- Prioritize prospects with a history of purchasing similar solutions
- Use Linkedin to connect with prospects and build a network.
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| Initial Contact (Introduction) |
- Send intro email
- Initial cold call
- Establish Rapport & build trust
- Deliver Value based "Elevator Pitch/30-Second Commercial
- Uncover pain points and goals
- Close for discovery call (if limited on time)
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- Utilize established cold email templates and customize as needed.
- Add contact(s) to Dynamics 365 Sales Accelerator to run a high touch sequence
- Utilize cold call script if needed
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| Discovery & Qualification |
- Establish purpose of the call (fit), gain prospects consent to the purpose of the call
- Discover relevant pain points
- Understand prospects pricing expectations
- Set pricing expectations based on SI averages and explain rationale
- Understand decision-making landscape, process, and evaluation criteria
- Close for next meeting (invite key decision-makers if possible)
- Assign tasks for the prospect (Lab Alignment through course builder or Syllabus 48 hours prior to Demo)
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- For Overall strategy on Discovery, see The Discovery Playbook Use open-ended questions to uncover deeper needs
- Take every opportunity to draw from previous experiences and make reference to past client interactions to build credibility
- Utilize Discovery Question Bank for to ensure discovery is as thorough as possible
- Take notes and summarize key points to confirm understanding
- Be prepared to tactfully disqualify if needed
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| Solution Build |
- Prepare pitch deck based on discovery call findings
- Develop a tailored solution that addresses the client's specific needs
- align solution with clients goals and expected outcomes
- Prepare pricing proposal (include in pitch deck)
- Identify potential objections and prepare responses
- Establish partnership plan (close plan internally) based on mutually agreed timelines, with firm deadlines set.
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- Leverage case studies, Annual lab report or past successes to build credibility
- Involve technical experts (Scientist SME's, Implementation (for technical questions, LTI1.3) or if the solution is complex
- Utilize the Marketing Tool Matrix to provide prospects with rich content based on uncovered pain points and concerns
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| Solution Presentation/Demo |
- Present the tailored pitch deck solution to the client’s and decision-making team (if possible)
- Demonstrate how the solution meets the client’s needs and solves their challenges
- Provide relevant statistics from case studies or success stories (as needed)
- Gather feedback and address concerns
- Overcome objections as needed
- Re-establish partnership plan, revisit timelines, reconfirm deadlines
- Close for next meeting
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- Utilize official Sales Pitch Deck
- Create a compelling "Here's what we heard slide" revisiting uncovered pain points.
- Open the conversation with "What if anything has changed since the last ime we spoke?" to immediately force client engagement early.
- For the cloud walkthrough, customize based on needs and utilize "why-based" selling
- Refer to the Cloud Features Matrix
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| Develop Proposal/Adoption Agreement |
- Present a formal proposal including pricing, terms, and discuss implementation timeline
- Ensure that the proposal aligns with the client's budget and expectations
- Clarify any uncertainties and negotiate terms if necessary
- Revisit Adoption deadline
- Send adoption agreement via Adobe Sign
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- Clearly outline ROI and benefits in the proposal email
- Set firm deadline in relation to their goals and mutually agreed upon timelines
- Outline our process to ensure a smooth launch and use it to drive urgency
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| Negotiation & Handling Objections (as needed) |
- Address any remaining client concerns or objections
- Negotiate final terms, pricing, and implementation details
- Ensure all stakeholders are satisfied with the proposed solution and terms
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- Use active listening to understand objections
- Refer to article on Objection Handling
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| Close |
- Secure the client’s commitment (verbal agreement, signed adoption)
- Confirm final details regarding implementation, support, and delivery method
- Identify bookstore contact
- Set expectations for the next steps and ongoing communication
- Reach out to bookstore manager to ensure kits are ordered by x date (if voucher or bulk)
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- Create a sense of urgency without pressuring the client. (Needs based, WIIFM)
- Send a personalized thank you note after closing
- Introduce yourself, Science Interactive to the bookstore manager to make sure they are clear on the course materials and quantities needed.
- Set clear expectations on when orders should be placed in relations to a class start date
- Utilize Bookstore Engagement Email Template
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| Implementation |
- Introduce assigned Implementation Specialist
- Schedule Implementation Kick-off call
- Conduct a follow-up call post implementation and ahead of 1st class start
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- Schedule regular check-ins during implementation
- Gather client feedback to adjust and improve the solution if necessary
- Check-in on course enrollment to see if anything has changed from the time adoptions was signed
- Ask about course marketing process and lend expertise where needed (understand when course syllabus needs to be published, when course needs to be added to enrollment directory, course schedules etc.)
- Understand if client needs any specific marketing material/best practices to boost enrollment
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