Mapping the Close Plan
The Sequence of Events Requires Planning, People, and Relationships
Sales teams usually have deals that are set to close during the months of October, November, or December...
It is inevitable that the size of the buying committee will grow as the deal progresses...
One proactive idea for sales teams to consider adding to their close plan...
List the names of the key stakeholders across the buying committee to your sequence of events as you work towards the close date of the deal...
Identify if you have a strong, medium, or weak relationship with each person who is a part of the buying committee...
The larger the order value, the more the details matter...
If you or other sales team members are looking to become better at the craft of sales, please let me know.
Here are a few ways that I may be able to help:
1) Grab a copy of the book or audiobook, Carry That Quota. You can order it here on Amazon or Audible.
2) Take a look at the Carry That Quota Digital Workshop Series. Here is a link to all of the online workshops.
Each workshop is less than 40 minutes and has been designed to help salespeople get better at the craft of sales by focusing on the fundamentals of the sales profession. Salespeople and sales leaders can access these workshops on their phone, their computer, or tablet.