P6 is the best Risk Framework I've used. Deal reviews take 5 minutes and my forecast accuracy has improved out of sight.
P6 risk will improve CRM and Sales Process effectiveness, regardless
of which sales tools and methodologies are in place, in addition to:
The P0 module examines the foundational power of a compelling industry and account point of view, to provide focus on the value of change for your prospect. You will learn how to look at point of view from three key perspectives, without the need to perform exhaustive research.
Framing the type of problem faced by your prospect is a critical ingredient to deal velocity and risk management. The P1 module explores how to define and measure risk on the problem that you are trying to help a prospect solve, in three essential and very unique categories.
Keeping the measurable and time-bound financial return in sight for a prospect is essential for risk management. The P2 payback module is a logical pair with P1 and explores how to identify risk associated with the financial benefit that a prospect will get as a result of their problem being addressed by your product / service.
This module helps salespeople assess and manage the risk associated with the sense of urgency that a prospect has to transact in the timeline you require. A pressure point is a critical trigger for P1 and P2, and helps de-risk the deal from competing priorities and inertia stalls. P3's logical pair is P6 - Process.
The biggest reason for opportunity slippage or competitive loss is not having the right relationships in place at every given point during the sales cycle. Politics explores the only four relationships that matter at any point in an opportunity, to help ensure you are politically aligned. P4 is a logical pair with P5 - Positional.
Not understanding the risk associated with your competitive positioning is almost certain to lose the deal to the competition or to ‘Do Nothing’ The fascinating relationship and logical pairing between P4 and P5 is the most powerful combination in de-risking deals.
The final component of the P6 Risk Lens is ensuring that the opportunity is closed predictably on or before the committed close date. This module guides you through identifying the risk associated with the decision process, the buying process, and the internal vendor process to get a signed and booked contract.
Whilst P6 can be used stand-alone, it is complementary to any existing qualification tool or sales process, as P6’s focus is purely on ‘sales stage progression’ or ‘sales stage acceleration’, through the gradual ‘de-risking’ of the 6 areas of risk that exist in any enterprise B2B Sales pursuit. P6 provides both the salesperson and sales leader with an ‘independent’ risk assessment of the sales pursuit. ‘Risk’ is the only constant in being able to construct a consistent narrative on a sales pursuit to internal stakeholders.
Yes, certified system integrators can install a ‘package’ for Hubspot, Salesforce Sales Cloud, Slack and Microsoft Dynamics. Costs will vary based on the metadata fields of the existing CRM that need to be mapped into P6.
P6 was developed as a ‘mobile only’ app, to mirror the way most sales people work and collaborate on deals. The annual subscription of the P6 mobile application on ios or Android (excluding integration to a CRM system) starts at $250 USD per year, per user. Enterprise or volume License Agreements can be negotiated on request. Access to the P6 training materials, case study and certification is $1,500 USD per user and is available exclusively on the Sales IQ Global eLearning platform.
The P6 e-learning materials are designed to be consumed on demand on the SalesIQ Global eLearning platform. This ensures consistency of the case studies across all students and accuracy of analytics. The SalesIQ platform can be accessed via a link within any existing corporate LMS. The P6 content however, cannot be ‘installed’ on an internal eLearning service.
Sales Data and personal data security is paramount. The P6 mobile app; used as both a training aid in the consumption of the P6 e-learning modules on the SalesIQ Global platform and as a ‘stand-alone’ mobile app, is hosted on AWS. If P6 is integrated into a modern CRM, then the security protocols, including single sign on functionality can be managed by the CRM. Deal information can only be accessed via the P6 app, if explicit access is provided by the deal owner.
Simon is a 25 year sales, technology and business veteran. He currently serves as the Asia Pacific President of Adobe. Prior to his role leading Adobe, Simon was the SVP and COO for Salesforce.