Your Guide to Stormboard’s PUCCKA Template
Leaving your sales protocol to chance is one of the most detrimental mistakes you can make as a business owner. Yet, many business owners don’t know where to turn when mapping out their sales strategy. This is where the PUCCKA Sales Methodology comes into play.
What is the PUCCKA Sales Methodology?
The PUCCKA Sales Methodology stands for Pain, Unique selling proposition, Compelling event, Champion, Key players, and Aligned purchase process.
The methodology was created by Upfront Ventures Managing Partner, Mark Suster. Suster developed the pillars within this protocol to unify the sales team in their sales strategy as the company grows and the product comes closer to its final iterations as more customer needs are met.
Who would use this process?
PUCCKA is the perfect sales methodology to follow for entrepreneurs, in the first iterations of their product, that are looking for their product-market fit. It is also a great tool for more established companies that are looking to examine their strategies to ensure they are still going after the right market.
The template should be completed and reviewed by everyone on the product development and sales team to align key features and customer benefits to pain points and unique selling propositions.
How to use Stormboard’s PUCCKA Sales Methodology Template
The PUCCKA Sales Methodology Template is divided into six sections for each letter of the acronym: Pain, Unique Selling Proposition, Compelling Event, Champion, Key Players, and Aligned Purchase Process.
The Pain section is where you identify a business problem your prospect has and begin to get acceptance that there is a real need for a solution. Unique Selling Proposition (USP) looks at the things that your product is uniquely positioned to solve, and Compelling Event explores what forces your prospect to realize they need to kick off a project immediately.
The Champion section has you identify the person who drives through the approval, Key Players identifies who will be involved in the process, and Aligned Purchase Process is where you identify if the customer not only has a need but also has a budget, resources, and an approval process to work with you.
How to fill out the sections:
Pain
Use this section to identify a problem that your prospect has, and begin to accept that there is a real need for a solution.Unique Selling Proposition
Use this section to identify what pain your product or service is uniquely positioned to solve.Compelling Event (Why now?)
This is what gets your prospect to realize they need to purchase your product or service right away.Champion
This is the person who will drive through approval to give the go-ahead to your product or company.Key Players
Here you will identify everyone involved in the sales process. This can even include competitors that your prospect may be talking to.Aligned Purchase Process
This is the act of your customer being ready to buy when you are ready to sell. You need to make sure that you are prepared for the transaction at the same time.
This template is ideal for business teams selling a product or service to prospective consumers to plan and prepare for the sales process.
Interested in trying out the PUCCKA Template with your team? Sign up for a free trial of Stormboard here!
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