How to use Stageset?

Why introduce Stageset in the first place?

Before we look at how to use Stageset, let’s just quickly recap the main advantages of using a Mutual Action Plan (see full article). Think through the eyes of your buyer. Chances are good she/he:

  • must discuss your product internally and pitch your solution to her/his colleagues

  • is unaware of the time and obstacles on the way to a successful close

  • feels intimidated by the untransparent nature of the acquisition and onboarding process

  • wants to avoid spending too much time in meetings with you

Stageset is supporting your buyer in all of those aspects, which results in more and faster Sales for you. Besides that, as the Seller you benefit as well from the simplified identification of all stakeholders, better understanding of your clients buying process and a clearer insight on your pipeline.

When to introduce?

Once you are discussing with your prospect the next steps to evaluate your product, introduce Stageset to him/her as a tool to map the next steps and an aid for the client to evaluate the product efficiently. 

Best Practice: Add actions that have already happened and mark them as complete.

How to introduce?

Before you introduce Stageset to your prospect, make sure you prepared a board for them already. This can be done in a minute with the template functionality in your deal overview, where you can build upon previous sales experiences. As soon as you discuss the next steps with your prospect, introduce them to Stageset as a tool to support them in their evaluation process. Go with them through the typical milestones to go from prospect to successful client while asking and taking into account their internal procedures.

For example, you can introduce Stageset like this:

“To support you in your evaluation process, I prepared for you a deal room in Stageset. You can find here on top the executive summary, all the relevant files on the right and below the typical journey from prospect to successful client. We already discussed your priorities, so we can cross this off. The upcoming next step would typically be to {next step}. How does this plan hold up to your internal process?”

How to use?

Reduce inefficient meeting time:

Once introduced to the client, use Stageset as the source of truth for your deal. During your Sales cycle, set milestones to their respective status while crossing off any actions that are completed. Make sure to have descriptions of each milestone in place with the actions outlined to complete it. Keep everyone aligned and allow your client to go through the purchase process by himself.

Qualify effectively:

You can track your clients engagement in the deal overview by checking when your client was last active looking at his Stageset deal room. Instead of following up on your client on the current status, let Stageset do the automatic reminder follow-ups for you.

Collaborate efficiently:

 

You can assign any of your colleagues to a given milestone to collaborate with your clients counterparts allowing for both parties to efficiently collaborate. Instead of having business leaders in a deal being “messengers” for their legal or technical teams, those teams can communicate and work with each other directly while the stakeholders can keep track of their progress.

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