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.
She'll review the Altify Max insights, update the
She’ll organize her talking points to cover everything of importance during her presentation of the
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
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.
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Actions: Asking for help with:
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The team's high-priority actions.
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Ideas to minimize the risk of being flanked by a competitor.
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Delivering key messages to multiple levels within MyHealth’s organization.
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(For more details about these talking points, see the resource link below.)
Lynn asks the invitees to preview her
Try It Yourself
In the previous unit, we suggested that you schedule a Test & Improve for one of your own