Team SALES
Complex requirements and/or delivery, OR
Large $$$, OR
Decision involves consensus progression, OR
Many buying advocates, OR

• Executive Sponsor = Can say yes, fund, controls budget
• Advocates = Seek to Influence Executive Sponsor, Can carry a recommendation or proposal
• Gatekeeper = Can only say no or block deal
• Coach = provide insight. internal and external voice of insight and ideas for solution alignment

Strategic deals require varying levels of planning and analysis to increase success close ratio.

• Standardize the sales process and language
• Define and document alignment for a sales team
• Leverage existing and extended relationships and investments
• Predict position in a deal
• Decide if/when/why to proceed (Value determination, cost of sale)
• Determine if Customer Why can be achieved effectively
• Track and learn from success or failure on each deal