Sales Enablement
START
Mission Statement:
To enable our sales teams to embrace the skills, mindset and best practices required to qualify quantifiable and verifiable value for Scaleway customers and partners.
Why?
‹#›
Sales has changed.
How?
The Good News:
- Profiling customers is easier than ever before
- Solutions can be mapped to multiple customer needs
- Customers can be engaged across multiple channels
- Solutions can benefit multiple stakeholders
- Being heard above the noise only takes creativity!
What does that mean for B2B sellers ?
It’s not WHAT you sell, It’s about WHY customers buy.
Success means aligning WHY customers buy with WHAT we sell
10
Value-Centric Selling Scaleway’s Sales Methodology
Value-Centric: Focusing MORE on WHY customers buy LESS on WHAT we can sell them
12
What do value-centric conversations sound like?
13
Value-Centric is built on a proven B2B sales methods:
- SPIN Selling
- BANT, Miller-Heiman
- MEDDICC / MEDDPICC
- Power Based Selling
- Challenger
14
Following I.L.L.I.A.D. enables you to offer a JUSTIFIED value proposition
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
15
Value-Centric conversations are deliberate
CURRENT STATE
FUTURE STATE
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
WHAT GOOD THINGS WILL HAPPEN?
WHAT’S NEEDED TO SOLVE PAINS?
TECHNICAL REQUIREMENTS
SUCCESS METRICS
Value is qualified & quantified step-by-step
Sales Enablement 2024
Value-Centric (Example questions?)
What’s your TOP priority right now? What BAD/RISKY things are you facing? How are People/Process/Performance IMPACTED?
WHERE does your business NEED to be? Which STRATEGIC objectives are DRIVING this? What will SOLVING these challenges offer?
CURRENT STATE
FUTURE STATE
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
TECHNICAL REQUIREMENTS
SUCCESS METRICS
What would a VALID project’s REQUIREMENTS be? How do we ALIGN customer NEEDS to Scaleway?How can we INFLUENCE decision criteria?
What are the BUSINESS success metrics ?What are YOUR OWN success metrics? How can we link these to Scaleway VALUE?
‹#›
Sales Enablement 2024
Value-Centric Conversation (where’s the value for the customer?)
Quantify A Compelling Business Case that…
Justifies Scaleway’s Value Proposition
We Qualify ENOUGH Customer Value that enables us to…
CURRENT STATE
FUTURE STATE
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
TECHNICAL REQUIREMENTS
SUCCESS METRICS
"And, by addressing [A, B, C] you're business would see quantifiable benefits like 1, 2, and 3, delivering measurable value to [X people/Y process/Z performance]?"
“Okay, then let me show you how our solutions helped similar businesses achieve similar objectives, and why our products are uniquely positioned to deliver more value than competitors.
"So, from what we’ve discussed, your top priority for your cloud infrastructure is addressing [A, B, C] because of its impact on [X people/Y process/Z performance]?"
“Why Us?”
“Why buy now?”
“Why buy?”
Sales Enablement 2024
Value-Centric Conversation (going slow = builds momentum)
It’s the CUSTOMER that VERIFIES the value of our solution…NOT us!
HOW ARE THINGS?
HOW WOULD YOU LIKE THEM TO BE?
more customer value QUALIFIED, larger business case QUANTIFIED =
Qualified Customer Value
Quantified Business Case
Justified Value Proposition
WHAT YOU’LL NEED TO GET THERE
HOW WILL YOU MEASURE SUCCESS?
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Value Centric = helping customers DISCOVER their URGENT NEED to realise VALUE with Scaleway
‹#›
Sales Enablement 2024
MEDDICC
Value-Centric Conversation (in one sentence!)
Identify Pain
Decision Criteria
Decision Process
Identify Pain
Economic Buyer
Champion
Metrics
Competition
Metrics
“WHY DO THEY NEED TO MAKE THIS CHANGE WITH YOU, RIGHT NOW?”
“WHY DO THEY NEED
WITH YOU, RIGHT NOW?”
TO MAKE THIS CHANGE
Qualified Customer Value
Quantified Business Case
Justified Value Proposition
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Two-Sided Discovery
Why do anything?
Why Scaleway? Why Now?
Sales Enablement 2024
Value-Centric Conversation (MEDDICC during sales process)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
IMPLICATING VALUE OF PAIN SOLVED
IDENTIFYING PAIN
IMPLICATED PAIN
DIFFERENTIATING FROM COMPETITION
IDENTIFYING CHAMPIONS
DEFINING DECISION CRITERIA
AGREEING DECISION PROCESS
QUALIFYING METRICS
QUANTIFYING METRICS
ACCESSING ECONOMIC BUYERS(S)
UNDERSTANDING DECISION PROCESS
IDENTIFYING COMPETITION
Why buy?
Why buy now?
Why us?
Sales Enablement 2024
Value-Centric Conversation (Qualifying MEDDICC)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
What’s their top infrastructure pain?
Why do they need to solve it right now?
Why do they need to make this change?
How and where are we different or better?
Who cares about this? What’s their role?
What are their success requirements?
Why solve pain? Who/what is affected?
Have we clearly defined timescales?
How urgent is the need to find a solution?
Do we know all ultimate decision makers?
Are they in the market to buy?
Who or what else is being considered?
Why buy?
Why buy now?
Why us?
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 1)
WHAT BAD THINGS ARE HAPPENING?
Qualifying Customer Value
IDENTIFY
LISTEN
WHAT’S NEEDED TO SOLVE PAINS?
What’s their top infrastructure pain?
Who cares about this? What’s their role?
Why solve pain? Who/what is affected?
Are they in the market to buy?
Two-Sided Discovery
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 2)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Quantifying Business Cases
Qualifying Customer Value
LEARN
INVESTIGATE
IDENTIFY
LISTEN
WHAT’S NEEDED TO SOLVE PAINS?
What’s their top infrastructure pain?
Why do they need to make this change?
Who cares about this? What’s their role?
What are their success requirements?
Why solve pain? Who/what is affected?
How urgent is the need to find a solution?
Who or what else is being considered?
Are they in the market to buy?
Why do anything?
Two-Sided Discovery
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 3)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Justifying Value Propositions
Quantifying Business Cases
Qualifying Customer Value
LEARN
INVESTIGATE
IDENTIFY
LISTEN
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
Why do they need to solve it right now?
What’s their top infrastructure pain?
Why do they need to make this change?
How and where are we different or better?
Who cares about this? What’s their role?
What are their success requirements?
Have we clearly defined timescales?
Why solve pain? Who/what is affected?
How urgent is the need to find a solution?
Do we know all ultimate decision makers?
Who or what else is being considered?
Are they in the market to buy?
Why us?
Why buy now?
Why buy?
Sales Enablement 2024
Sales Methodology - Value-Centric Conversation
Quantifying Business Case
Qualifying Customer Value
Justified Value Proposition
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
CONTRACT
LEAD
OPPORTUNITY
QUALIFIED DEAL
EVALUATION
PROPOSED SOLUTION
Use Cases
Discovery
Buying Process
Business Case
Pre-Sales
Solution
Prospecting
Qualification
Demo/Meetings
Eval Criteria
Eval POC
Closing
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
How can sales enablement help? (Where’s the value! :)
27
Sales Academy
‹#›
28
Role-based training during sales process
Discovery
Qualification
Prospecting
Meetings/Demo
LISTEN
IDENTIFY
LEARN
Sales Academy
Onboarding
Training
Case Studies
Stakeholders
E-Learning
Coaching
Business Case
Closing
Sales Methodologies
DELIVER
INVESTIGATE
Solution
ACCESS
Eval Criteria
Pre-Sales
Eval POC
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Sales Enablement 2024
Sales Academy - Accreditations
Training and E-Learning to help sellers in their journey to become a value-centric seller
Foundations
Level 1
Level 2
Level 3
Products & Services
Identifying Needs
The Political Win
The Strategic Win
QUALIFYING CUSTOMER VALUE
SCALEWAY VALUES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
Case Studies
Why Cloud?
Discovery
Stakeholders
Business Case
Pre-Sales
Solution
Why Scaleway?
Prospecting
Our Customers
Qualification
Meeting/Demo
Eval Criteria
Eval POC
Closing
Our Products
Sales Enablement 2024
Sales Academy - Modules
Skill-based Training and E-Learning modules
Foundations
Level 1
Level 2
Level 3
WHY CLOUD?
CASE STUDIES & TARGET ICP
STAKEHOLDERS
PRE-SALES
HOW TO TARGET ICP ACCOUNTS TO UNCOVER CHALLENGES WE SOLVE
HOW TO ENGAGE DIFFERENT STAKEHOLDER AUTHORITIES
HOW & WHEN TO MAXIMISE OUR PSA & PRODUCT TEAMS
INTRODUCTION TO THE CLOUD
WHY SCALEWAY?
PROSPECTING
MEETINGS & DEMOS
EVALUATION CRITERIA
WHY CHOOSE SCALEWAY?
ACTIVITY LEVEL & ATTITUDE REQUIRED TO HIT TARGETS
HOW TO MAXIMISE MEETINGS & DEMOS TO BUILD DEAL MOMENTUM
HOW TO AGREE SUCCESS CRITERIA OF EVALUATION
OUR CUSTOMERS
DISCOVERY
BUSINESS CASES
SOLUTION PROPOSALS
LEARNING CUSTOMER CASE STUDIES & TARGET ICP
HOW TO USE ACTIVE LISTENING TO SUPPORT TWO-SIDED DISCOVERY
BUILDING BUSINESS CASES LINKED TO VERIFIED CUSTOMER NEEDS
SOLUTION PROPOSALS THAT SUPPORT YOUR CHAMPION
PRODUCTS & SERVICES
QUALIFICATION
EVALUATION CRITERIA
NEGOTIATION & CLOSING
SCALEWAY PARTNERS, PRODUCTS & SERVICES
HOW TO USE OPEN QUESTIONS TO QUALIFY NEW BUSINESS
EVALUATION CRITERIA REQUIRED TO INCREASE PROJECT SUCCESS
NEGOTIATION TACTICS TO REDUCE DELAYS / DISCOUNTS / LOSS
Sales Enablement 2024
Sales Academy - Onboarding & Training Accreditations
Skill-based training to access & align sales performance during career progression
Foundations
Level 1
Level 2
Level 3
QUALIFYING CUSTOMER VALUE
IDENTIFYING OPPORTUNITIES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
STAKEHOLDERS
PRE-SALES
CASE STUDIES / ICP
WHY CLOUD?
MEETINGS/DEMOS
EVALUATION POC
PROSPECTING
WHY SCALEWAY?
BUSINESS CASES
PROPOSED SOLUTION
DISCOVERY
OUR CUSTOMERS
EVALUATION CRITERIA
QUALIFICATION
NEGOTIATION/CLOSING
OUR PRODUCTS
Training Workshops
Onboarding
E-Learning Training Modules available on Confluence / Accreditations via 360Learning
1-2-1 Coaching
Sales Academy - Deliverables, Content & Tools
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Onboarding
E-Learning
Coaching
Training
Workshops
Deliverables - more immersive onboarding
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Onboarding
E-Learning
Coaching
Training
Workshops
2 Additional Onboarding Days
Why Cloud?
Why Customers Value Scaleway?
Our Products & Services
Our Partner Ecosystem
Workshops - to define training needs
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Workshops
Onboarding
E-Learning
Coaching
Training
Define Training Requirements
Brainstorming skills analysis “For sales, by sales”
Knowledge-share with your colleagues!
Deliverables - Training sessions for entire sales process
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
1-hour modules (bite-size)
Accreditations
Foundations
Level 1
Level 2
Level 3
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
Identifying Opportunities
Case Studies
Discovery
Stakeholders
Business Case
Why Cloud?
Why Scaleway?
Pre-Sales
Solution
Prospecting
Qualification
Meeting/Demo
Eval Criteria
Our Customers
Our Products
Eval POC
Closing
Deliverables - E-Learning Content & Tools
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
Confluence/360Learning
Training Module Slide Decks
Skills Assessments
Sales Accreditations
Training Recordings
Deliverables - Sales Coaching
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
Personal development for YOUR ongoing sales journey at Scaleway
Sales Enablement 2024
A new home for onboarding, training and career development
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
PSA & Product Teams
Marketing & Sales Ops
Sales Academy
Level 1
Level 2
Level 3
Foundation
QUALIFYING CUSTOMER VALUE
IDENTIFYING OPPORTUNITIES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
Skill-based Modules (Onboarding, Training, Workshops, E-Learning & Coaching)
STAKEHOLDERS
CASE STUDIES / ICP
PRE-SALES
WHY CLOUD?
MEETINGS/DEMOS
EVALUATION POC
PROSPECTING
WHY SCALEWAY?
BUSINESS CASES
PROPOSED SOLUTION
DISCOVERY
OUR CUSTOMERS
EVALUATION CRITERIA
NEGOTIATION/CLOSING
QUALIFICATION
OUR PRODUCTS
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Sales Enablement Deliverables
- A New Sales Methodology
- More immersive Onboarding
- Skill-based Modular Training
- A Dynamic Sales Academy
40
Thank you!
Appendix
42
Sales Enablement 2024
Value-Centric Conversations (our job is to be a guide!)
WHERE ARE WE? What bad things are happening? Who is affected? How Much? What is the negative impact?
WHERE DO WE NEED TO GO? What’s your biggest priority? What good things could happen? Who benefits? How much?
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
HOW WILL WE GET THERE? What are the project requirements? Who needs to be involved? What needs to happen?
WE’LL HAVE ARRIVED WHEN What is the expected ROI? Which metrics indicate success? How do we avoid failure?
Being an elite seller means being a student of the game!
Value-Centric Conversations - EXAMPLE QUESTIONS
WHERE ARE WE? “Why cloud? Why Now?” “Why does your business need this change?” “What’s the biggest challenge you’re facing?” “How could these risks impact the business?” “Tell me about your infrastructure…”
WHERE DO WE NEED TO GO? “Which changes are business critical?” “How do these relate to corporate objectives?” “What are your top 3 desired outcomes?” “What will be the positive impact of these?”
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT WE NEED TO GET THERE? What is the existing infrastructure? What are current system requirements? What are evaluation requirements? What are business critical requirements?
HOW WE’LL MEASURE SUCCESS? What good things need to happen? Which metrics demonstrate an ROI Who/What in the business is positively impacted? What will this change enable you to do next?
10 Commandments of Discovery & Qualification
- Great discovery is a HABIT, not a STAGE.
- Qualifying out = Fail FAST or succeed LAST
- Nobody likes to be SOLD TO, everyone LOVES TO BUY.
- The more you KNOW, the better you SELL
- Show me YOU KNOW me, be RELEVANT not CREEPY
- DON'T show up and throw up, earn the right to present
- Read the room, engage with the highest authority available
- For open questions, TED loves TOFFEE
- Go SLOW early to go FAST later
- Success in prospecting = Attitude x Activity
Sales Enablement
Charlie MCGHEE
Created on September 9, 2025
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Transcript
Sales Enablement
START
Mission Statement:
To enable our sales teams to embrace the skills, mindset and best practices required to qualify quantifiable and verifiable value for Scaleway customers and partners.
Why?
‹#›
Sales has changed.
How?
The Good News:
What does that mean for B2B sellers ?
It’s not WHAT you sell, It’s about WHY customers buy.
Success means aligning WHY customers buy with WHAT we sell
10
Value-Centric Selling Scaleway’s Sales Methodology
Value-Centric: Focusing MORE on WHY customers buy LESS on WHAT we can sell them
12
What do value-centric conversations sound like?
13
Value-Centric is built on a proven B2B sales methods:
14
Following I.L.L.I.A.D. enables you to offer a JUSTIFIED value proposition
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
15
Value-Centric conversations are deliberate
CURRENT STATE
FUTURE STATE
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
WHAT GOOD THINGS WILL HAPPEN?
WHAT’S NEEDED TO SOLVE PAINS?
TECHNICAL REQUIREMENTS
SUCCESS METRICS
Value is qualified & quantified step-by-step
Sales Enablement 2024
Value-Centric (Example questions?)
What’s your TOP priority right now? What BAD/RISKY things are you facing? How are People/Process/Performance IMPACTED?
WHERE does your business NEED to be? Which STRATEGIC objectives are DRIVING this? What will SOLVING these challenges offer?
CURRENT STATE
FUTURE STATE
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
TECHNICAL REQUIREMENTS
SUCCESS METRICS
What would a VALID project’s REQUIREMENTS be? How do we ALIGN customer NEEDS to Scaleway?How can we INFLUENCE decision criteria?
What are the BUSINESS success metrics ?What are YOUR OWN success metrics? How can we link these to Scaleway VALUE?
‹#›
Sales Enablement 2024
Value-Centric Conversation (where’s the value for the customer?)
Quantify A Compelling Business Case that…
Justifies Scaleway’s Value Proposition
We Qualify ENOUGH Customer Value that enables us to…
CURRENT STATE
FUTURE STATE
ASSESS
DELIVER
LEARN
INVESTIGATE
IDENTIFY
LISTEN
TECHNICAL REQUIREMENTS
SUCCESS METRICS
"And, by addressing [A, B, C] you're business would see quantifiable benefits like 1, 2, and 3, delivering measurable value to [X people/Y process/Z performance]?"
“Okay, then let me show you how our solutions helped similar businesses achieve similar objectives, and why our products are uniquely positioned to deliver more value than competitors.
"So, from what we’ve discussed, your top priority for your cloud infrastructure is addressing [A, B, C] because of its impact on [X people/Y process/Z performance]?"
“Why Us?”
“Why buy now?”
“Why buy?”
Sales Enablement 2024
Value-Centric Conversation (going slow = builds momentum)
It’s the CUSTOMER that VERIFIES the value of our solution…NOT us!
HOW ARE THINGS?
HOW WOULD YOU LIKE THEM TO BE?
more customer value QUALIFIED, larger business case QUANTIFIED =
Qualified Customer Value
Quantified Business Case
Justified Value Proposition
WHAT YOU’LL NEED TO GET THERE
HOW WILL YOU MEASURE SUCCESS?
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Value Centric = helping customers DISCOVER their URGENT NEED to realise VALUE with Scaleway
‹#›
Sales Enablement 2024
MEDDICC
Value-Centric Conversation (in one sentence!)
Identify Pain
Decision Criteria
Decision Process
Identify Pain
Economic Buyer
Champion
Metrics
Competition
Metrics
“WHY DO THEY NEED TO MAKE THIS CHANGE WITH YOU, RIGHT NOW?”
“WHY DO THEY NEED
WITH YOU, RIGHT NOW?”
TO MAKE THIS CHANGE
Qualified Customer Value
Quantified Business Case
Justified Value Proposition
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Two-Sided Discovery
Why do anything?
Why Scaleway? Why Now?
Sales Enablement 2024
Value-Centric Conversation (MEDDICC during sales process)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
IMPLICATING VALUE OF PAIN SOLVED
IDENTIFYING PAIN
IMPLICATED PAIN
DIFFERENTIATING FROM COMPETITION
IDENTIFYING CHAMPIONS
DEFINING DECISION CRITERIA
AGREEING DECISION PROCESS
QUALIFYING METRICS
QUANTIFYING METRICS
ACCESSING ECONOMIC BUYERS(S)
UNDERSTANDING DECISION PROCESS
IDENTIFYING COMPETITION
Why buy?
Why buy now?
Why us?
Sales Enablement 2024
Value-Centric Conversation (Qualifying MEDDICC)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
What’s their top infrastructure pain?
Why do they need to solve it right now?
Why do they need to make this change?
How and where are we different or better?
Who cares about this? What’s their role?
What are their success requirements?
Why solve pain? Who/what is affected?
Have we clearly defined timescales?
How urgent is the need to find a solution?
Do we know all ultimate decision makers?
Are they in the market to buy?
Who or what else is being considered?
Why buy?
Why buy now?
Why us?
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 1)
WHAT BAD THINGS ARE HAPPENING?
Qualifying Customer Value
IDENTIFY
LISTEN
WHAT’S NEEDED TO SOLVE PAINS?
What’s their top infrastructure pain?
Who cares about this? What’s their role?
Why solve pain? Who/what is affected?
Are they in the market to buy?
Two-Sided Discovery
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 2)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Quantifying Business Cases
Qualifying Customer Value
LEARN
INVESTIGATE
IDENTIFY
LISTEN
WHAT’S NEEDED TO SOLVE PAINS?
What’s their top infrastructure pain?
Why do they need to make this change?
Who cares about this? What’s their role?
What are their success requirements?
Why solve pain? Who/what is affected?
How urgent is the need to find a solution?
Who or what else is being considered?
Are they in the market to buy?
Why do anything?
Two-Sided Discovery
Sales Enablement 2024
Value-Centric Conversation (MEDDICC Level 3)
WHAT BAD THINGS ARE HAPPENING?
HOW WOULD YOU LIKE THEM TO BE?
Justifying Value Propositions
Quantifying Business Cases
Qualifying Customer Value
LEARN
INVESTIGATE
IDENTIFY
LISTEN
ASSESS
DELIVER
WHAT’S NEEDED TO SOLVE PAINS?
WHAT GOOD THINGS WILL HAPPEN?
Why do they need to solve it right now?
What’s their top infrastructure pain?
Why do they need to make this change?
How and where are we different or better?
Who cares about this? What’s their role?
What are their success requirements?
Have we clearly defined timescales?
Why solve pain? Who/what is affected?
How urgent is the need to find a solution?
Do we know all ultimate decision makers?
Who or what else is being considered?
Are they in the market to buy?
Why us?
Why buy now?
Why buy?
Sales Enablement 2024
Sales Methodology - Value-Centric Conversation
Quantifying Business Case
Qualifying Customer Value
Justified Value Proposition
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
CONTRACT
LEAD
OPPORTUNITY
QUALIFIED DEAL
EVALUATION
PROPOSED SOLUTION
Use Cases
Discovery
Buying Process
Business Case
Pre-Sales
Solution
Prospecting
Qualification
Demo/Meetings
Eval Criteria
Eval POC
Closing
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
How can sales enablement help? (Where’s the value! :)
27
Sales Academy
‹#›
28
Role-based training during sales process
Discovery
Qualification
Prospecting
Meetings/Demo
LISTEN
IDENTIFY
LEARN
Sales Academy
Onboarding
Training
Case Studies
Stakeholders
E-Learning
Coaching
Business Case
Closing
Sales Methodologies
DELIVER
INVESTIGATE
Solution
ACCESS
Eval Criteria
Pre-Sales
Eval POC
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Sales Enablement 2024
Sales Academy - Accreditations
Training and E-Learning to help sellers in their journey to become a value-centric seller
Foundations
Level 1
Level 2
Level 3
Products & Services
Identifying Needs
The Political Win
The Strategic Win
QUALIFYING CUSTOMER VALUE
SCALEWAY VALUES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
Case Studies
Why Cloud?
Discovery
Stakeholders
Business Case
Pre-Sales
Solution
Why Scaleway?
Prospecting
Our Customers
Qualification
Meeting/Demo
Eval Criteria
Eval POC
Closing
Our Products
Sales Enablement 2024
Sales Academy - Modules
Skill-based Training and E-Learning modules
Foundations
Level 1
Level 2
Level 3
WHY CLOUD?
CASE STUDIES & TARGET ICP
STAKEHOLDERS
PRE-SALES
HOW TO TARGET ICP ACCOUNTS TO UNCOVER CHALLENGES WE SOLVE
HOW TO ENGAGE DIFFERENT STAKEHOLDER AUTHORITIES
HOW & WHEN TO MAXIMISE OUR PSA & PRODUCT TEAMS
INTRODUCTION TO THE CLOUD
WHY SCALEWAY?
PROSPECTING
MEETINGS & DEMOS
EVALUATION CRITERIA
WHY CHOOSE SCALEWAY?
ACTIVITY LEVEL & ATTITUDE REQUIRED TO HIT TARGETS
HOW TO MAXIMISE MEETINGS & DEMOS TO BUILD DEAL MOMENTUM
HOW TO AGREE SUCCESS CRITERIA OF EVALUATION
OUR CUSTOMERS
DISCOVERY
BUSINESS CASES
SOLUTION PROPOSALS
LEARNING CUSTOMER CASE STUDIES & TARGET ICP
HOW TO USE ACTIVE LISTENING TO SUPPORT TWO-SIDED DISCOVERY
BUILDING BUSINESS CASES LINKED TO VERIFIED CUSTOMER NEEDS
SOLUTION PROPOSALS THAT SUPPORT YOUR CHAMPION
PRODUCTS & SERVICES
QUALIFICATION
EVALUATION CRITERIA
NEGOTIATION & CLOSING
SCALEWAY PARTNERS, PRODUCTS & SERVICES
HOW TO USE OPEN QUESTIONS TO QUALIFY NEW BUSINESS
EVALUATION CRITERIA REQUIRED TO INCREASE PROJECT SUCCESS
NEGOTIATION TACTICS TO REDUCE DELAYS / DISCOUNTS / LOSS
Sales Enablement 2024
Sales Academy - Onboarding & Training Accreditations
Skill-based training to access & align sales performance during career progression
Foundations
Level 1
Level 2
Level 3
QUALIFYING CUSTOMER VALUE
IDENTIFYING OPPORTUNITIES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
STAKEHOLDERS
PRE-SALES
CASE STUDIES / ICP
WHY CLOUD?
MEETINGS/DEMOS
EVALUATION POC
PROSPECTING
WHY SCALEWAY?
BUSINESS CASES
PROPOSED SOLUTION
DISCOVERY
OUR CUSTOMERS
EVALUATION CRITERIA
QUALIFICATION
NEGOTIATION/CLOSING
OUR PRODUCTS
Training Workshops
Onboarding
E-Learning Training Modules available on Confluence / Accreditations via 360Learning
1-2-1 Coaching
Sales Academy - Deliverables, Content & Tools
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Onboarding
E-Learning
Coaching
Training
Workshops
Deliverables - more immersive onboarding
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Onboarding
E-Learning
Coaching
Training
Workshops
2 Additional Onboarding Days
Why Cloud?
Why Customers Value Scaleway?
Our Products & Services
Our Partner Ecosystem
Workshops - to define training needs
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Workshops
Onboarding
E-Learning
Coaching
Training
Define Training Requirements
Brainstorming skills analysis “For sales, by sales”
Knowledge-share with your colleagues!
Deliverables - Training sessions for entire sales process
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
1-hour modules (bite-size)
Accreditations
Foundations
Level 1
Level 2
Level 3
Qualifying Customer Value
Quantifying Business Cases
Justifying Value Propositions
Identifying Opportunities
Case Studies
Discovery
Stakeholders
Business Case
Why Cloud?
Why Scaleway?
Pre-Sales
Solution
Prospecting
Qualification
Meeting/Demo
Eval Criteria
Our Customers
Our Products
Eval POC
Closing
Deliverables - E-Learning Content & Tools
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
Confluence/360Learning
Training Module Slide Decks
Skills Assessments
Sales Accreditations
Training Recordings
Deliverables - Sales Coaching
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
Dynamic Feedback Loops
Marketing & Sales Ops
Pre-Sales & Solution Architects
Sales Academy
Training
Onboarding
E-Learning
Coaching
Workshops
Personal development for YOUR ongoing sales journey at Scaleway
Sales Enablement 2024
A new home for onboarding, training and career development
ISR / AE
ISR / AE / PSA
AE / PSA / CSM
PSA & Product Teams
Marketing & Sales Ops
Sales Academy
Level 1
Level 2
Level 3
Foundation
QUALIFYING CUSTOMER VALUE
IDENTIFYING OPPORTUNITIES
QUANTIFYING BUSINESS CASES
JUSTIFYING VALUE PROPOSITIONS
Skill-based Modules (Onboarding, Training, Workshops, E-Learning & Coaching)
STAKEHOLDERS
CASE STUDIES / ICP
PRE-SALES
WHY CLOUD?
MEETINGS/DEMOS
EVALUATION POC
PROSPECTING
WHY SCALEWAY?
BUSINESS CASES
PROPOSED SOLUTION
DISCOVERY
OUR CUSTOMERS
EVALUATION CRITERIA
NEGOTIATION/CLOSING
QUALIFICATION
OUR PRODUCTS
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
Sales Enablement Deliverables
40
Thank you!
Appendix
42
Sales Enablement 2024
Value-Centric Conversations (our job is to be a guide!)
WHERE ARE WE? What bad things are happening? Who is affected? How Much? What is the negative impact?
WHERE DO WE NEED TO GO? What’s your biggest priority? What good things could happen? Who benefits? How much?
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
HOW WILL WE GET THERE? What are the project requirements? Who needs to be involved? What needs to happen?
WE’LL HAVE ARRIVED WHEN What is the expected ROI? Which metrics indicate success? How do we avoid failure?
Being an elite seller means being a student of the game!
Value-Centric Conversations - EXAMPLE QUESTIONS
WHERE ARE WE? “Why cloud? Why Now?” “Why does your business need this change?” “What’s the biggest challenge you’re facing?” “How could these risks impact the business?” “Tell me about your infrastructure…”
WHERE DO WE NEED TO GO? “Which changes are business critical?” “How do these relate to corporate objectives?” “What are your top 3 desired outcomes?” “What will be the positive impact of these?”
IDENTIFY
LISTEN
LEARN
INVESTIGATE
ASSESS
DELIVER
WHAT WE NEED TO GET THERE? What is the existing infrastructure? What are current system requirements? What are evaluation requirements? What are business critical requirements?
HOW WE’LL MEASURE SUCCESS? What good things need to happen? Which metrics demonstrate an ROI Who/What in the business is positively impacted? What will this change enable you to do next?
10 Commandments of Discovery & Qualification