| Responsiveness | 1 | 2 | 3 | 4 | 5 | Evidence | Score |
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| Speed of response to initial contact |
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| Proactiveness of sales rep in providing the needed information |
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| Ability of sales rep to follow up with customer |
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| Provision of collateral and supporting materials |
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| Accuracy of response to customer request |
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| Ability of sales rep to engage additional sales resource to address customers needs |
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| Clear presence of an outlined/company approved sales process |
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| Level of engagement/friendliness of sales rep |
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| Ability to clearly explain the proposed pricing and deal specifications |
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| Ability to explain how the proposed deal specifications and pricing addresses the tieng price to USP |
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Total: |
0/50 0% (10 unanswered) |
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| Technical Knowledge |
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| Ability of sales rep to understand the technical requirements of the customer |
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| Sales rep follow up to fully understand all technical aspects of the deal |
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| Provision of appropriate cabinet density (based on above understanding of deal specs) |
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| Provision of appropriate cage/open colo size (based on above understanding of deal specs) |
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| Provision of appropriate connectivity product (based on above understanding of deal specs) |
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| Demonstrable understanding of technical challenges/needs of customer |
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| Offering additional technical services the customer might need (managed services, remote hands etc.) |
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| Offering and highlighting appropriate site certifications and specifications (SLA, ISO, Security etc.) |
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Total: |
0/40 0% (8 unanswered) |
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| Value Proposition |
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| Ability to sell a solution rather than just space and power |
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| Levels of consultative selling (proposing IBX locations, vendor offering appropriate to requirement, etc.) |
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| Ability to explain solution differences from key competitors with direct and indirect comparisons |
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| Ability to offer appropriate connectivity options to other customers within the data center |
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| Ability to explain economic benefits of connecting to other customers within the ecosystem |
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| Ability to offer appropriate connectivity options to carriers within the data center |
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| Ability to identify customers needs for low latency connectivity solutions |
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| Offering potential for expansion within the facility |
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| Offering potential for back up |
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| Offering global reach for future growth |
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Total: |
0/50 0% (10 unanswered) |