21 min listen
116 (Sell): Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
116 (Sell): Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
ratings:
Length:
32 minutes
Released:
Sep 28, 2022
Format:
Podcast episode
Description
FOUR ACTIONABLE TAKEAWAYS
Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.
Map out the key milestones in the deal and customize them for the people who need to be involved.
Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.
Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.
PATH TO PRESIDENT’S CLUB
CEO @ Accord
Global Platforms, Partnerships Lead @ Stripe
Marketing @ Columbia Records
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
Quit leaving deals to chance. Create a clear path to closed won with Accord’s mutual action plans. Access our Mutual Action Plan playbook video + 30MPC MAP Template.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Identify your champion and the problem you’ll be trying to solve, THEN share the MAP with them.
Map out the key milestones in the deal and customize them for the people who need to be involved.
Don’t show every step in the MAP right away. Have the big stages listed, then deep dive into the current stage.
Anchor the MAP to their go-live date so they know you’ll be coming to those steps at a later date and they won’t feel overwhelmed early on.
PATH TO PRESIDENT’S CLUB
CEO @ Accord
Global Platforms, Partnerships Lead @ Stripe
Marketing @ Columbia Records
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
Quit leaving deals to chance. Create a clear path to closed won with Accord’s mutual action plans. Access our Mutual Action Plan playbook video + 30MPC MAP Template.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Sep 28, 2022
Format:
Podcast episode
Titles in the series (100)
5: Break up with the prospect before they break up with you (Richard Harris, Harris Consulting): Richard Harris puts on a clinic on using push-pull and respect contracts to get to the truth faster in your deals.Four Actionable Takeaways:Use the respect contract as your agenda to give the prospect the right to say no throughout the callSet a timer 5 minutes before the end of your call to drive next steps every timeUse “commercial terms” instead of “price” when negotiating your dealsWhen you give price, don’t just go silent. Ask “how does that feel?”Richard Harris’ Path to President’s Club:Founder, Harris ConsultingDirector of Sales Training, Sales HackerHost, Surf & Sales Podcast======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creati by 30 Minutes to President's Club | No-Nonsense Sales