7 Steps for
Understand the Business context of this deal/opportunity
Map Selling to Buying cycle of this specific opportunity
Set realistic Sales objectives for this deal
Value Communication – Qualify and Qualify the Benefits for this customer
Articulate specific Value to drive Relevance and impact across Stackholder categories
Understand political alignment of the main stackholders and Gain support for your case. Remember:Win votes = Win deal
Choose the right Competitive approach for this deal.
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