Sales Enablement Weekly Sessions | 2022

Every enterprise deal has 10-20 stakeholders involved in the decision-making process. This Stakeholder Map Framework will assist you in executing the key steps to optimize stakeholder value.

This session focuses on the importance of STRAP execution, including how to improve efficiency and effectiveness using a proven review for STRAP Huddles for Sales Front Line Leaders.

Every Seller has to define and execute STRAPs on their Accounts as STRAPS are a critical element of winning deals. The number one goal is to identify the most important hurdle and drive towards a strategy and action plan that has a high likelihood of success.

Seller adoption and execution of the Order to Cash (OTC) Maturity Assessment is critical to our sales strategy at HighRadius. This reinforcement session provided top tips and discussion on executing the play effectively.

When Prospects are in Active Buy Mode, the Solution Evaluation Plan (SEP) can be used to reduce friction and provide transparency into our selling cycle and help gain buy-in on our evaluation process.

The Onsite Dog & Pony Show happens in the Functional Alignment stage and has two goals: Build key stakeholder relationships and Increase the likelihood and speed of advancing to the Value Alignment stage.

HighRadius Partner and Direct Sales teams will use this Partner Only Discovery Call (PODC) STRAP Huddle play to prepare to convince the Partner Account Team that introducing HighRadius to the end-client will generate value to the partner.

At HighRadius, we use Value-Based Pricing to determine the optimal price for a deal. Pricing our solutions and services is a key differentiator for us as we align our price to how a Prospect receives and perceives the quantitative and qualitative value that our solutions and services bring to their organizations.

Competition questions are a valuable opportunity to demonstrate your expertise and build credibility as a Trusted Advisor. This play will help you develop contextually relevant Offensive and Defensive Strategies to increase the chances of winning.

An overview from the LinkedIn CSMs on how Sellers can use LinkedIn Sales Navigator to prospect, multi-thread, and influence active opportunities.

HighRadius Partner and Direct Sales teams will use this Partner Only Discovery Call (PODC) STRAP Huddle play to prepare to convince the Partner Account Team that introducing HighRadius to the end-client will generate value to the partner.

Partner Only Discovery Call (PODC) Execute is the first interaction between HighRadius POD Leads, PRMs, and the Partner’s Account Team. The goal of PODC Execute is a two-way dialogue where you build trust and connections while uncovering the potential value drivers that will benefit both the Partner and the Client.

HighRadius is adopting a new implementation methodology: dotVAL. dotVAL has one purpose: delivering speed to value (S2V) to our Clients and producing measurable business results in 3 months.

This reinforcement session is help Sellers understand when and how to use the new HighPitch Playbook with the messaging on the Office of CFO.

Gartner released the first-ever Magic Quadrant (GMQ) for Integrated Invoice to Cash. This session is an overview for Sellers to understand the Gartner Magic Quadrant Report and findings.

This reinforcement session will show how S2V and dotVAL impacts plays in the sales cycle. dotVAL has one purpose: delivering speed to value (S2V) to our Clients and producing measurable business results in 3 months.

A reinforcement overview of the OTC Whitespace Analysis play and review of how it is scored for PES.

In this session, we discuss how to use the Gartner Magic Quadrant report to gain an advantage in competitive sales cycles.

A reinforcement overview of the Discovery Call 1 Execute Play with highlights of updated content and real-live examples of wins/losses.

This is an overview session of tips and tricks when presenting to a ZZtop with real-life examples from leaders exmplaining their wins/losses.

An overview of HighRadius Product Editions strategy by market segment

An overview of the FY22 Seller HighFlyer Framework rollout.

The Sales KT is the transfer of knowledge from the Sales Team to the Consulting team about the Client. It keeps the Consulting team focused on the core value proposition sold to the Client by the Seller.

A reinforcement overview of OTC Maturity Assessment.

A reinforcement overview of PODC STRAP.

An overview of the new formal deal approval workflow within Salesforce.

An overview of our new unified sales strategy - AutoFin - covering Autonomous Recievables, Treasury and Accounting, as well as the launch of our first AutoFin Play - Discovery Call 1 Execute

An overview of AutoFin Discovery Call 1 Execute

This reinforcement session is to help Sellers with the AutoFin PODC Execute play. Partner Only Discovery Call (PODC) Execute is the first interaction between HighRadius POD Leads, PRMs, and the Partner’s Account Team. The goal of PODC Execute is a two-way dialogue where you build trust and connections while uncovering the potential value drivers that will benefit both the Partner and the Client.

Currently, we are losing money on our implementations. To overcome this challenge, going forward, we are changing Setup Fees immediately.

Every Sellers need to consistently communicate about the HighRadius Autonomous Finance Platform to our Prospects, Partners/Alliances, and Clients. The HighPitch Playbook has the tools for any HighRadian to deliver crisp 12-minute demos for any of our solutions.

By January 1, 2023, all Sellers across all markets will be enabled to conduct sales across Autonomous Receivables, Autonomous Accounting, and Autonomous Treasury. For this to be successful, Product Marketing and the Enablement team will conduct product-based enablement sessions focused on product demos. The current session focuses on the product demo of Cash App and Financial Close.

Setup Fee prices have increased. Please listen to the Aug 19 enablement session to obtain more details. The current session focuses on Setup Fee Pricing for In Flight Deals. All in-flight deals (VA+) have been reviewed by market leaders and a decision has been made to either Keep existing quote as-is, Have a discussion with Prospect to re-quote/re-negotiate, & Quote using new Setup Fee pricing.

An overview of Treasury Business

About Value-based Pricing, Methodology, Concepts, Quiz, Q&A, etc.

About Value-based Pricing, Pricing Scenarios, Negotiation Strategies, etc.