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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
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Things you can steal
116 (Sell): Setting the steps of your Mutual Action Plan (MAP) (Ross Rich, CEO @ Accord) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
