Test & Improve Presentation: Recommended Talking Points

This table summarizes Altify's recommended talking points when you're presenting your opportunity to reviewers during a Test & Improve.

#	Topics	T&I Page	Duration	Talking Points
1	Overview of the customer and opportunity	Process	1-2 minutes	Briefly provide a high-level overview of the customer’s business and your history with them: The solution you are selling, order amount, and anticipated close date. Where you and the buyer are in the process and the next qualifier.
2	Status of key relationships	Relationships	4-5 minutes	Describe key player support: For you What is your evidence that you have supporters and mentors? What do they gain if you win? How do they win? How have they demonstrated their support for you? For a competitor Who are your nonsupporters and enemies? What do they gain if you lose? How do they win? How have they demonstrated their support for your competitor? What are your relationship-development priorities and strategies?
3	What the customer needs to achieve	Insight	4-5 minutes	Tell the customer story by describing: Their goals W ho the approver/decision maker is for each goal. The pressures, and how they impact the goals. The initiative and the obstacles that need to be enabled or fixed. How your solution helps relieve their pressures and contributes to achieving their goals.
4	Current state and resource focus	Assessment	4-5 minutes	Use the four opportunity assessment questions to present how you are doing compared to competitors, competitor strengths and weaknesses, and where you're currently focusing resource efforts. The key questions are: Is there an opportunity? Can we compete? Can we win? Is it worth winning?
5	Strategy and Concerns	Overview	2-3 minutes	Present your strategy, and your primary concerns: Explain your strategy to win the opportunity. Are there decision criteria that will block you or block competitors? Where might your strategy be affected? Where are you most vulnerable? Other than price, why might you lose?
6	Asks	Actions	2-3 minutes	Explain your high-priority actions, with emphasis on where you need help.

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Preparing for a Test & Improve