Qualtrics in-person workshop : Selling EX Masterclass

• Speakers: Steven Fleming, Katie Zeitlin
• This time covers facilitator and participant introductions, reviewing the day's agenda, and detailing the key learning outcomes.

• This section provides the strategic context of the GTM Play, defining the Ideal Customer Profile (ICP), and identifying key roles like the CHRO, VP Engagement, and Talent Leaders. It covers the buyer's needs: linking employee engagement to customer and business outcomes.

• This section focuses on identifying key stakeholders, decision-makers, and influencers. Partners practice asking problem-focused questions to uncover the customer's business context, pain points, and strategic initiatives.

Propositions. This section covers Qualtrics' Core Value Proposition and what makes Qualtrics unique and impactful. It includes developing powerful, tailored elevator pitches for different personas and situations.

This section focuses on understanding the competitive landscape, highlighting key Qualtrics differentiators, and learning effective strategies for handling common objections from prospects.

• This section covers the "Why" behind the demo—aligning it with discovery —and structuring a compelling flow tailored for different personas and situations.

• Speakers: Pablo Mas Kiri Fisher
• Final Q&A, recap of key resources (Partner Academy, Highspot) , and building a 90-day action plan for sales execution.
• Run through of the practicum details and expectations.