GitLab Professional Services
Accelerate your software lifecycle with help from GitLab experts
Popular GitLab use cases
Enterprise Small Business Continuous Integration (CI/CD) Source Code Management (SCM) Out-of-the-box Pipelines (Auto DevOps) Security (DevSecOps) Agile Development Value Stream Management GitOpsGitLab Professional Services
Accelerate your software lifecycle with help from GitLab experts
Popular GitLab use cases
Enterprise Small Business Continuous Integration (CI/CD) Source Code Management (SCM) Out-of-the-box Pipelines (Auto DevOps) Security (DevSecOps) Agile Development Value Stream Management GitOpsOpportunity consults are deal reviews that focus on helping a sales team member maximize the likelihood of winning and securing the customer's business. They are based on a joint inspection of the "health" of the opportunity's Command Plan and a 2-way dialogue to identify and commit to specific actions that aim to increase the likelihood of success.
Below is a general recommendation of the format and flow of an opportunity consult.
Step (duration) | Description |
---|---|
Manager Set-Up (5 minutes) | - Set expectations of the call by stating the purpose, process and payoff of the session |
Seller-Led Opportunity Overview (10 minutes uninterrupted) | - Job aid: Opportunity Qualifier - Provides brief opportunity background (e.g., relevant account history, recent changes on opportunity) - Describes current deal state (e.g., sales process stage, forecast stage, key business issues, compelling event) - Identifies gaps in Mantra, MEDDPPICC, and additional challenges for discussion |
Manager Consult (30 minutes) | - Job aid: Opportunity Coaching Guide - Ask open-ended, two-sided questions around focus areas to inspect (in a good, helpful way) the opportunity - Provide relevant feedback and coaching based on the identified gaps and challenges - Assist the seller in defining an action plan and exactly “how” to execute on the next steps |
Manager + Seller Agree to Action Plan (5 minutes) | - Seller recaps opportunity-specific sales strategy - Seller documents next steps/critical actions in CRM or via email to manager |
Click on the "Sales Manager Materials" drop down in the Command of the Message Additional Resources section.