36 comments

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ChunkyButters
Tycoon
6
AE
Larger deals, multiple departments, 10+ decision makers, and champions for each department......

Absolutely need them for clear path and speeding up timeline. Get them to agree to the steps, and momentum should keep the deal moving forward.
1nbatopshotfan
Politicker
5
Sales
Absolutely on bigger deals.
CuriousFox
WR Officer
7
๐ŸฆŠ
Enterprise deals do ya really have the choice not to? LOL
1nbatopshotfan
Politicker
2
Sales
Touchรฉ touchรฉ :-)
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
No, not that I can think of.
saaskicker
Celebrated Contributor
0
Enterprise AE
how long is your sales cycle?
antiASKHOLE
Tycoon
4
Bravado's Resident Asshole
less than 30 days typically. my average is about 17 days.
saaskicker
Celebrated Contributor
0
Enterprise AE
yeah i can see this being extra work for a transactional sale taking place in 30 ish days.
jefe
Arsonist
4
๐Ÿ
Key for larger/more complex deals.
TennisandSales
Politicker
4
Head Of Sales
100% on large deals! you will never get things done unless ALL parties know what has to happen and in what order.

it also helps to make sure you are assigning ppl to each detail, not just laying out what has to happen.

Who is doing it and by when is key.
Sunbunny31
Politicker
3
Sr Sales Executive ๐Ÿฐ
Yes, absolutely on larger deals. Even on small deals, having a SOE to work toward is very helpful.
RedLightning
Politicker
3
Mid-Market AE
I try to, but my prospects drastically change their timelines on every deal.
saaskicker
Celebrated Contributor
0
Enterprise AE
Do they agree to the mutual close plan and then change their mind?
RedLightning
Politicker
0
Mid-Market AE
that or something in the business changes. I sell to a department whose budgets are currently getting frozen and cut.
saaskicker
Celebrated Contributor
0
Enterprise AE
i think if you did this early on in the process you can try and identify when the budget process is / have them speak up where they typically get turned down in the buying process.

side question: could your product/service help or amplify anything across any other departments? if you can multi-thread your opportunity then you can add more value / dip into more budgets and have a more compelling case on why it should get approved vs. shelved.
RedLightning
Politicker
0
Mid-Market AE
I bring it up early. I either get lied to, they don't know, or things change. Over the past 3 months, I've had a deal awaiting a signature kill department budget the day they were supposed to sign, 3 department wide budget audits/freezes for the rest of the quarter, and a few where it's just being shelved indefinately.

Depending on the org, yes it can do other things. But, my prospects work in an area that's more silo'd than you'd think.

I think the harsh reality is that a large chunk of the businesses that were seeing us as a need to have are now cutting costs and we've turned into a nice to have for some industries.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Whenever I can, yes.
NoSuperhero
Politicker
2
BDR LEAD
I love coming to these comments just to have an understanding of what the expectations are for AEs hahahaha literally here just for the comments at times.
Gasty
Notable Contributor
0
War Room Community Manager
you remind me of my BDR days@NoSuperhero! :)
HappyGilmore
Politicker
1
Account Executive
Absolutely, this helps keeps all parties accountable towards a solid timeline.
DungeonsNDemos
Big Shot
1
Rolling 20's all day
When I don't there are so many unknowns when it comes to the timeline and who's involved in what step
Kosta_Konfucius
Politicker
1
Sales Rep
I think itโ€™s a great way to take control of the process and have a more reliable close date
StringerBell
Politicker
1
Account Executive
Yes for larger deals. I've won deals by being a better project manager than the competitions rep. I feel you need to be preferred or a very tight 1-2 top vendor for it to make sense
Juancallclose
Catalyst
1
Director
IMO, a must have. You're flying blind and possibly letting the customer jerk you around if you don't have one in place. Great litmus test.
cashmachine
Politicker
1
AE (Account Executive)
what are best practices for implementing them?
saaskicker
Celebrated Contributor
1
Enterprise AE
good q - what's your typical motion running a sales process? how long is it?
TheOverTaker
Politicker
0
Senior Account Executive
only on really large enterprise type deals
IYNFYL
Politicker
0
Enterprise SaaS AE
Itโ€™s a requirement in our sales process
JumboComp
Valued Contributor
0
Technical Sales Manager
Out of curiosity, when you guy say โ€œon bigger/large/enterprise dealsโ€ what range are you typically referring to? When would it make sense to have something like this?
saaskicker
Celebrated Contributor
1
Enterprise AE
1. when there are multiple stakeholders or departments

2. deal size above 75k ish

3. sales cycle that is longer than 90 days
JumboComp
Valued Contributor
1
Technical Sales Manager
Whelp, 2 out of those 3 are what I have to deal with regularly ๐Ÿ˜… looks like I need to get more organized with my MAPsโ€ฆ thanks for the input!
saaskicker
Celebrated Contributor
0
Enterprise AE
get that money!
ZVRK
Politicker
0
Enterprise Account Executive
Seeing majority of savages here use a mutual closing plan of some sorts, where do i start in building one? Any online resources you can direct me to?
saaskicker
Celebrated Contributor
1
Enterprise AE
I would ask around internally to see if any other reps at your company have one you can see as an example. You want to understand your sales process and work backwards from "Go Live Date" or a "Signature Date".
ZVRK
Politicker
0
Enterprise Account Executive
It`s a small sales team and I`m in the best position to create one - there is none at the moment. I know and live the process for 3 years now but I was more wandering in terms of what type of doc, i.e word, slide, spreadsheet maybe? How would you share a plan like this with a customer?
saaskicker
Celebrated Contributor
1
Enterprise AE
I use a google sheet or excel sheet.

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