Value Inventory
Are you Able to define specific functions within your products or services that drives value?	Yes No Unknown
Can you connect your value proposition to a measureable cost savings or revenue increase?	Yes No Unknown
Do you know what lines on a financial statement your measureable value affects most?	Yes No Unknown
Are you able to tie your value proposition to specific stakeholders?	Yes No Unknown
Do you have, "intangible" values that you promote?	Yes No Unknown
Pain Discovery
Do you currently use a planning document to capture initial pain information?	Yes No Unknown
Are you able to determine and calculate current cost of pain?	Yes No Unknown
Do you provide your prospect with a summary document of your findings?	Yes No Unknown
Do you extrapolate cost over time to determine your prospects tipping point?	Yes No Unknown
Can you calculate and determine, "cost of decision delay"?	Yes No Unknow
Are you able to assess the risk of NOT buying from you?	Yes No Unknown
Are you able to provide your prospect with information on future cost and value delivered?	Yes No Unknown
Do you currently use sales tools to determine pain and pain level?	Yes No Unknown
Are you able to produce a financial dashboard of your prospects costs and your value?	Yes No Unknown
Up-Selling / Cross-Selling
Do you have additional products and services available for your team to cross sell?	Yes No Unknown
Do you want to improve cross selling and up selling opportunities?	Yes No Unknown
Is your team effective at cross selling your company's entire line of products and services?	Yes No Unknown
Do you have barriers to cross selling and up selling products and services?	Yes No Unknown
Are you able to display your value proposition to help encourage up selling opportunities?	Yes No Unknown
Do you offer special training for your sales team to improve their up / cross selling skills?	Yes No Unknown
Selling to the C-Suite Do you currently sell at the C-level?	Yes No Unknown
Do you know your value as it relates to your prospects financial condition?	Yes No Unknown
Are you able to articulate your value proposition in terms of effect on their annual report?	Yes No Unknown
Do you currently offer training to your sales team on reading financial statements?	Yes No Unknown
Are you able to read an annual report, 10K, and financial statement?	Yes No Unknown
Discounting
Is your current annual average discount less than 10%?	Yes No Unknown
Is your current average annual discount greater than 20%?	Yes No Unknown
Do you require management approval to discount goods and services?	Yes No Unknown
Are discounts built into your pricing model? (i.e. Do you expect to discount?)	Yes No Unknown
Do you know how much revenue you have given away over the past two years from discounting?	Yes No Unknown
New Hire Ramp Up
Does it take too long for your new hires to complete their first sale?	Yes No Unknown
Do you require an excessive amount of training for new hires to become fully productive?	Yes No Unknown
Do you provide sales tools for new hires to become more productive sooner?	Yes No Unknown
Are you turning over new hires too quickly?	Yes No Unknown
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