Building Your Customized Sco

# Give Step 1) Brainstorm your 'Gives'

* List everything you can think of that your client asks of you during the sales
* Fill in column 'B' with each separate 'give' ou can think of
* Make sure your 'gives' are actual things you can give away. If the client asks for som
* Do not worry about putting them in any specific order yet. you will do that on step 2
* Try to come up with as many different 'gives' as you can. 20 is a good benchmark
* See other tabs in this worksheet for sample 'gives' on other scorecards

Step 2) Prioritize your 'Gives'

*Label each 'give' 1-20 with 1 being the easier thing for you to give away and
*An example of a 1 would be "Information" as in "send me information."
*An example of a 20 would be a deep discount, extention on a trial, etc.
*When you're done labelling each 'Give,' sort them so they appear in order 1-2
*Scroll down to see step 3

# Get Step 3) Brainstorm your 'Gets'

* List everything you can think of that you want from your clients during the s
* Fill in column 'B' with each separate 'get' ou can think of
* Make sure your 'gets' are actual things you can get and are tangible. Do not include th
* Do not worry about putting them in any specific order yet. you will do that on step 4
* You will need to come up with the same number of 'gets' as you did 'gives' so we can
* See other tabs in this worksheet for sample 'gets' on other scorecards

Step 4) Prioritize your 'Gets'

*Label each 'get' 1-20 with 1 being what we want earliest in the sales process a
*An example of a 1 would be "15 minute qualification call"
*An example of a 20 would be a 'signed contract' or 'testimonial'
*When you're done labelling each 'get,' sort them so they appear in order 1-20
*Scroll down to see step 5
# Get # Get
Customized Scorecard

your client asks of you during the sales process

ou can think of
ou can give away. If the client asks for something that you can give then do no put it on the list
pecific order yet. you will do that on step 2
ves' as you can. 20 is a good benchmark
e 'gives' on other scorecards

e easier thing for you to give away and 20 bring the hardest thing to give away
tion" as in "send me information."
iscount, extention on a trial, etc.
e,' sort them so they appear in order 1-20

you want from your clients during the sales process

u can get and are tangible. Do not include things like trust, relationship, etc.
pecific order yet. you will do that on step 4
number of 'gets' as you did 'gives' so we can match them up in step 5
e 'gets' on other scorecards

t we want earliest in the sales process and 20 being what we want latest
te qualification call"
d contract' or 'testimonial'
sort them so they appear in order 1-20
Step 5) Connect your 'Gives' to your 'Gets'
*Copy and paste your list of 'gives' and 'gets' into the cells to the left
* Delete the numbers from your 'gets' (column D). The reason for this is you will most likely need to adjust the order
* Use the 'Gives' as the baseline
* Try to match a 'get' to a 'give' where it makes sense
* The ideal connection we want to make between a give and a get is "I am happy to give you what you want. In order for me to give you exa
* If they don’t match perfectly don’t worry

Step 6) Save and send

* Once your done mathcing the gives to the gets, save the document and send it back to john@jbarrows.com for review and fee
nt. In order for me to give you exactly what you are looking for I'm going to need this in return (get)"

arrows.com for review and feedback

 Scorecard
GIVES GET
Pts Gave # of Pts Pts
times (actual)

1 Info packet x 1 1 1
2 Names of clients we do business with 0 2
3 Competitive differentiators 0 3
4 Examples of techniques (general description) 0 4
5 Pricing (general) 0 5
6 Training program details 0 6
7 Web presentation to DM team 0 7
8 Meeting (w/o all DMs) 0 8
9 SOW 0 9
10 References - people they can call 0 10
11 More time to make a decision (up to 30 days) 0 11
12 Hand-off to Procurement 0 12
13 Better terms/red lines 0 13
14 Discount 0 14
15 Day in the life 0 15
16 Hold date 0 16

1
Score:

Score:
Scorecard
GETS
Asked Asked Got Pts
and not and
got yet denied
(actual)

Qualification meeting (acceptance of Outlook invite) x 1 Instructions:

Company/sales process details (target, approach, value) 0 - Put an 'x' in column C w
Competition - current and historic 0 - Put a # (1,2,3) in column
Defined need/compelling event 0 - Put an 'x' in the H, I or J
Sales team structure and #s 0 - Make sure you try to ma
Defined next step/meeting x 6
Org chart/executive priorities 0
DM timeline & process 0
Meeting with each/all DMs 0
Commitment to call references by specific date and give feedback 0
Internal/external referral 0
Champion/commitment from 'Power' to reengage if necessary 0
Confirmed signature date 0
Larger volume deal 0
Testimonial/Logo 0
Signed contract 0

7
- Put an 'x' in column C when you give something to the client
- Put a # (1,2,3) in column D depending on how many times you give that item away
- Put an 'x' in the H, I or J column if you ask to get something depending on the result of the request
- Make sure you try to make your 'Get' tangible before marking it off in column J
** the best way to make your gets tangible is to send the client a "summary e-mail" that summarizes your gets and they confirm it in writing
nd they confirm it in writing
 Scorecard
GIVES GETS
Pts Gave # of Pts Pts
times (actual)

1 General Info 0 1
2 Analyst Reports/Specific info 0 2
3 Technical Diagrams 0 3
4 Jivespace Secret Groups 0 4
5 General Pricing 0 5
6 Web Demo 0 6
7 Competitive Analysis 0 7
8 ROI Business case 0 8
9 Fill out security questionnaire 0 9
10 NDA 0 10
11 RFP 0 11
12 Meeting - non decision makers 0 12
13 Technical call 0 13
14 Sandbox 0 14
15 Onsite Meeting 0 15
16 Pre-sale strategy workshop (free) 0 16
17 Detailed Community Plan 0 17
18 Customization scoping 0 18
19 Statement of work 0 19
20 Discount - Level1 (Rep) 0 20
21 Use clients software contracts 0 21
22 Better Terms 0 22
23 Executive Intro 0 23
24 Cust References (names they can call) 0 24
25 Pilot/Proof of Concept 0 25
26 Discount - Level 2 (Manager) 0 26
27 Perpetual License 0 27
28 Pre-sale strategy workshop (free) 0 28
29 Discount - Level 3 (Exec) 0 29

0
Score:

Score:
Scorecard
GETS
Asked Asked Got Pts
and not and
got yet denied
(actual)

Direct Dial/Cell Phone 0

15 minute qualification call (scheduled) 0
Defined need/compelling event 0
Description of their social business initiatives 0
Decision making timeline 0
Top executive priorities 0
Competition/existing solutions 0
Existing metrics 0
Decision making process 0
Approved budget & who owns budget 0
Call with evaluation team 0
Org Chart 0
NDA 0
Mutual plan 0
Meeting with decision makers 0
Executive Briefing at HQ 0
Pre-sale strategy workshop (paid) 0
SSO/PS Requirements 0
Agreement to use Jive contract 0
Legal Feedback/Redlines 0
Signed contracts by a specific date 0
Multi year commitment 0
Executive involvement 0
Scheduled call/meeting for decision 0
Success criteria (in writing) 0
Signed contract 0
Larger purchase 0
Press Release 0
Testimonial/Case Study/Reference

0
 Scorecard
GIVES GET
Pts Gave # of Pts Pts
times (actual)

1 x 1 1 1
2 0 2
3 0 3
4 0 4
5 0 5
6 0 6
7 0 7
8 0 8
9 0 9
10 0 10
11 0 11
12 0 12
13 0 13
14 0 14
15 0 15
16 0 16
17 0 17
18 0 18
19 0 19
20 0 20

1
Score:

Score:
Scorecard
GETS
Asked Asked Got Pts
and not and
got yet denied
(actual)

x 1 Instructions:
0 - Put an 'x' in column C w
0 - Put a # (1,2,3) in column
0 - Put an 'x' in the H, I or J
0 - Make sure you try to ma
x 6
0
0
0
0
0
0
0
0
0
0
0
0
0
0

7
- Put an 'x' in column C when you give something to the client
- Put a # (1,2,3) in column D depending on how many times you give that item away
- Put an 'x' in the H, I or J column if you ask to get something depending on the result of the request
- Make sure you try to make your 'Get' tangible before marking it off in column J
** the best way to make your gets tangible is to send the client a "summary e-mail" that summarizes your gets and they confirm it in writing
nd they confirm it in writing