Customize the stages of an opportunity playbook

Applicable Roles:

1. Administrators

After selecting a template, your opportunity playbook is ready to be customized. The system merges the opportunity playbook stages you provide in Step 3 (add stages to a playbook) with a pre-populated set of 47 discovery questions. These questions can be edited, deleted, or enhanced. Each discovery question has been organized into categories and subcategories and then sequenced into the flow of a typical customer proposal.

Discovery questions help uncover the business need for the solution. During the process of sales conversations and engagements, customers will determine if the solution is the right fit. Meanwhile, sellers will qualify if they should continue to progress through the sales process. In many cases, this is done through a series of discovery meetings, where the selling team asks discovery questions.

Skillibrium provides a way to aid your sellers in documenting the information they collect during discovery in a structured way. By taking a discovery management approach, your sellers can get comfortable asking questions that differentiate your solution and save time in documenting the responses.  

How does discovery management work?

1. You will configure the discovery questions that are important to your solution

2. Your reps will ask these questions during sales meetings

3. Your reps will load recordings or notes from their discovery meetings

4. The system will then seek out those questions to document the response for you

5. Your reps will decide to accept or reject these suggestions or manually capture the responses

Customizing your opportunity playbook stages

Discovery questions for each stage can be configured by adding new categories, subcategories, question, and follow-up questions. Use the accordion to expand each section.

       
                

Make any category, sub-category, question, or question label editable by clicking on the text.

      

To add a new category, subcategory, or question, click the Plus icon () and to add an icon to your category, click the emoji icon.

     

Use the kebab menu to rearrange the order of categories, subcategories, or question labels. You can also use the kebab menu to delete or duplicate a category, subcategory, or question label.      

          

Use the CONTINUE button to customize the next stage of the opportunity playbook.

When all stages of the opportunity playbook is customized, you are ready to review and publish the opportunity playbook. 

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