Podcast episode
Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord)
30 Minutes to President's Club28 Sept 202232 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Nick to get Armand's approval on this thing for initiative around improving win rates. Like when you see those, but it ties in a lot of pieces to that discovery that you're doing. So that's how I think about it. Starting with, I have my technical validation, business validation, leadership approval. Then I'm taking all the components of the why and the stakeholders “and tying it into that step. So it feels super custom to them.” It's really intelligent what you're doing here. Actually, you're building out milestones. Like, okay, we got to build a business case. There's people that need to be involved in that. Okay. We've got to get technical approval. There's people that need to be involved in that. So all you're doing is you're attaching the milestone to the human beings that need to
deal, they're not going to reciprocate and your chances of winning those deals are going to be a lot lower. So I would say stop with the hundred follow-ups after all this stuff, put your effort in the warmest early stage deals. Give it your all. The things that feel like they're moving fast, “hold on to them. The things that might just not be there, spend the effort accordingly.” Beautiful. Ross, thank you so much for joining us today. Everybody stick around for a 60 second recap coming up soon. Today's show is brought to you by Insightly. The CRM helps you spot deal risk early. So pipe reviews actually drive your number. One question I ask in nearly every deal