Wali Sales Process - From Discovery to Close the Deal

• Sales professional is the main point of contact moving forward.
• Sales professional is supported by the sales engineer and sales support team
• Sales professional is required to have a rehearsal with the sales engineer to create a solution proposal targeting the client’s pain points.
• Sales professionals could gather the client’s pain points over a call, in the actual discovery call, or in any kind of form. This is up to the sales professional.
• Sales professional can request a sales engineer to join the actual proposal calls, but not required.
• Once sales professional closed 3 deals with support from the sales engineer, sales professional will no longer be required to have a rehearsal call, and only request sales engineer's help when the sales professional needs it. 

Below are the detailed guidance and tips. 

Discovery Call 

Before the call: 

• The system will pair sales professional with one sales engineer via email. 
  
• The sales professional should have done a basic discovery regarding the prospect’s business.
• The sales professional should prepare a few potential conversation points for the discovery call.
• The sales professional and the sales engineer should exchange emails regularly for this client.

Who will attend: 

• Sales professional 

The goal of this call - Relationship building and Qualify: 

• Build rapport
• Qualify the client
• Understanding the decision process for the client.
• Discover customer’s pain points
• Pain points are related to the customer acquisition process & customer purchase journey
• Discover pain points priority - for example, marketing automation is higher customer retention, customer retention is higher paid ads.
• Their current investment in fixing the pain points
• Understanding the client’s budget range for later proposal
• Any other initiatives they have tried to fix the current problem.
• Schedule the next proposal presentation meeting if the client is qualified 

Tip: 

• Ask a lot of questions. Don’t focus on pitching yet. 

Proposal Presentation 

Before the call

• The sales professional is required to schedule a proposal rehearsal with the sales engineer to prepare a solution proposal base on particular clients’ pain points.
• For the first 3 proposals, the sales engineer is required to lead the creation of the proposal. After the first 3 proposals, it’s based on the sales professional’s request.
• The sales engineer should help the sale professional to analyze the client’s core needs, and relate them to our SaaS service.
• The Sales professional should always be the source of truth of the client’s pain points.
• The Sales professional and sales engineer need to agree on the proposal and be at the ready stage to present before the actual proposal presentation call.
• If needed, the sales professional and the sales engineer should feel comfortable scheduling more than one rehearsal call. 

Who will attend: 

• Sale professional
• Sales engineer(Attend only based on sales professional’s request)

The goal of this call - Present and Close: 

• Present proposal to the client and answer any related questions.
• The sales professional should be the one who leads the conversation.
• Ensure the proposal price range is within the client’s budget. The sales professional should pay attention to any hidden hint if the proposal price is beyond the client’s budget.
• The sales engineer presents the sales solution as per the sales professional’s request.
• At the end of the call, if the client request updates on the proposal, or if they are ready to move forward, the sales professional should set up the next step with the client over the call.
• The sales engineer should handle any questions related to products, features, customer persona, virtual twin concept, and other product-related questions.
• The sales professional should handle clients’ objections, pricing-related, and other sales questions.
• Both sales professional and sale engineer are required to take notes on the client's feedback on the proposal and fix the proposal if needed. 

After the call: 

• If the client needs an update on the proposal, the sales professional should reach out and confirm the date and time.
• Sales engineer and sales professional should schedule the time and work on updating the proposal per the client’s request. 

 Follow-ups/Demo

Before the call

• Sales professional is required to schedule a proposal rehearsal with the sales engineer to update the solution proposal base on particular clients’ requests.
• The sales engineer should help the sale professional to analyze the client’s core needs, and relate them to our SaaS service.
• Sales professional should always be the source of truth of the client’s pain point.
• Sales professional should ensure the follow-up meeting is set, and update the sales engineer on it. If the follow-up meeting is rescheduled, the sales professional should update the sales engineer.
• If the client's main objection is truly price-related, sales engineer and sales professional should work together to change the proposal towards the client’s budget.

Who will attend: 

• Sale professional
• Sales engineer(Attend only based on sales professional’s request)

The goal of this call - Update and Close: 

• Present an updated proposal to the client and close the deal.
• Gather client feedback on the proposal.
• The sales professional should lead the conversation and understand what will take to close this deal.

After the call: 

• If the client agrees to move forward and sign the contract, the sales professional should reach out to the legal team and start the signup process
• The sales professional should cc the sales engineer on the signup process email to legal, and the sales engineer should attach the final proposal. 
• The sales professional should ensure clients finished sign-up process and help with onboarding.