The 77% win rate stat is wild. That kind of conversion proves process matters more than people admit. The friction Sales felt with your forms probaby actually forced better qualification upfront, which is why outcomes improved. I've run similar programs (tho nowhere near Slack's scale) and that pre-brief step always gets pushback but it's where the real prep happens. The exec who shows up unprepared tanks the whole thing.
Yes! The pre-brief step was always really important as well as thinking about and agreeing on the customer's objectives in the briefing, prior to the briefing. Then we had clarity on who the agenda served and why it mattered to them.
The 77% win rate stat is wild. That kind of conversion proves process matters more than people admit. The friction Sales felt with your forms probaby actually forced better qualification upfront, which is why outcomes improved. I've run similar programs (tho nowhere near Slack's scale) and that pre-brief step always gets pushback but it's where the real prep happens. The exec who shows up unprepared tanks the whole thing.
Yes! The pre-brief step was always really important as well as thinking about and agreeing on the customer's objectives in the briefing, prior to the briefing. Then we had clarity on who the agenda served and why it mattered to them.