Preparing for a Test & Improve

Learning Objectives

After completing this unit, you’ll be able to:

• Launch Test & Improve in Preview mode
• Preview the opportunity plan as a presenter
• Explain how a reviewer prepares for a Test & Improve meeting

 

In a previous unit we saw how Lynn believed that to win she’ll need to shift the focus of MyHealth’s buying criteria to a different problem, one that favored a Retail POS solution.

She’s concerned that this strategy could open her opportunity up to new competition, and she’s looking for ideas to minimize this risk, such as improving their level of contact with nonsupporters at MyHealth. She’s also looking to coordinate her revenue team so that they can help deliver key messages to multiple levels within MyHealth’s organization.

So in advance of the upcoming Test & Improve for the MyHealth opportunity, Lynn wants to do some preparation work:

She'll review the Altify Max insights, update the opportunity with any new information, and ask her manager Tony Webster to review the opportunity.

She’ll organize her talking points to cover everything of importance during her presentation of the opportunity.

To make these preparations, Lynn can launch the Test & Improve in preview mode to see the presentation in Test & Improve format without actually starting the meeting.

 

She selects Preview (as Presenter).

Reviewing the Opportunity

Lynn is now in Altify's Test & Improve. She can click through the pages and update her plan as needed.

Opening each tab of the opportunity in turn, she reads the advice in the Checks tab on the right. This helps her to prepare her talking points for the meeting.

 

 

Lynn organizes her presentation into the following sequence of talking points:

• Process: A brief overview of the opportunity, including:
  • Where MyHealth is in their buying process.
  • The next qualifying question for Retail POS in their sales process.
• Relationships: An explanation of the current level of key player support for Retail POS and for their competitors, and of Lynn and the team’s priorities and strategies for developing those relationships.
• Insight map: The MyHealth story, as set out on the opportunity's insight map.
• Assessment: Lynn uses the questions on the opportunity's Assessment tab to present how Retail POS is doing against the competition and where Lynn and the team are focusing their efforts.
• Overview: A presentation of the team's strategy to win the deal, and their concerns.

• Actions: Asking for help with:

  • The team's high-priority actions.

  • Ideas to minimize the risk of being flanked by a competitor.

  • Delivering key messages to multiple levels within MyHealth’s organization.

(For more details about these talking points, see the resource link below.)

 

Lynn asks the invitees to preview her opportunity before the Test & Improve. That way, everyone will be familiar with its current status, and will be able to contribute during the meeting.

Try It Yourself

In the previous unit, we suggested that you schedule a Test & Improve for one of your own opportunities. Why not preview that Test & Improve now?