Deal Strategy

Closing Plans are KEY. Getting to vendor of choice decision is typically 50% of the process. You need to understand up front exactly what needs to happen from VOC to sign...

This varies company to company, industry to industry, deal by deal, etc. but a recommendation I'd have is doing some discovery around this process with your POC up front,...

Interesting one. On the one hand side change is the only constant, but no one likes changes because it means uncertainty.Therefore try to replace the fear of uncertainty ...

No product has all the features, but barely people choose products because of one specific feature.Find out what the prospect really tries to solve with the legacy incumb...

Answer yourself the question "What's in it for me?" for the multiple stakeholders involved before approaching them. Get this information through own research or better to...

Test it. How strong are they on their price point and are they willing to give in for something else? Also find a bargain and do not give discounts without getting anythi...

Look for personalities who are outspoken about their personal and company goals and tie your solution's USPs to those goals. If you can demonstrate that you can support t...

Make yourself relevant. Always tie your solution to strategic company goals. If it is all about productivity and cost savings, show how your solution can help achieving t...

How to influence in general? Act as a trusted advisor that makes use of the RFP to demonstrate the superiority of your product and educate the customer. Try to get a hand...