Conversation tips for selling Business Analytics
Qlik’s messaging cheat sheets set out what you need to know about the most important topics at Qlik and in our market as a whole. Understand the subject matter, its value proposition, the customers challenges, how it can be addressed and why Qlik is different.
While there is no killer question that will resonate with all customers for all cases we have set out below some of the most probing questions that you can direct to a customer or prospect for Microsoft, Tableau or ThoughtSpot. A bit of discovery will be required to determine where these questions will resonate. The questions may also need to be worded slightly differently depending on whether the competitor is an incumbent or not.
Click here for some killer questions.
The best practice to get a prospect engaged is to provide some insight that they would find of value (the Give) and then ask questions based on that Insight for what they are seeing (the Get). To do this appropriately, it involves preparation by leveraging the Talk Tracks to find those topics that would be of most interest and value to the prospect.
Qlik’s Business Value Engineering (for top deals and key accounts) is a proven methodology and set of data gathering and analysis tools. It explains how to conduct a strategy workshop and capabilities assessment, how to measure success and complete a ROI analysis.