Back to Home
Dustin Brown commented on

For deals > $100K, how do you manage, map all the moving parts?

Hey, looking for insights from practitioners, if you use a tool that track all the moving parts of a large deal?

CRM aside, I was thinking of something that's a shared as a go between The prospect, sales and engineers.

The advantages I hope to realize:

  • Get deeper into the use-cases
  • Move away from feature requests
  • Uncover stakeholders
  • Clearly demonstrate how the full solution will come together.

Down side:

  • Time,
  • Not sure they will play

Testing this on a few accounts with a spreadsheet, mixed engagement levels so far. They like the idea but don't add any of their use cases.

For your large deals, have you tried something like this? Did it help get deeper in the deal?

Hey, Sam. I'm old school. Despite how much money we invested into platforms, I still use a notepad where I write and draw all the moving parts. 
There is a whole process that I and my team follow. 
13 days ago
Are you familiar with project plans or Mutual Action Plans? This is where you can map out all the 'moving' parts, assign tasks to people (internal or external parties), and mark complete when a task has been completed. 

There's a ton of content online around this, but I'd be happy to dig deeper if you'd like. 
13 days ago
Join Bravado to comment on this post