7 Steps for
1
Understand the Business context of this deal/opportunity
2
Map Selling to Buying cycle of this specific opportunity
3
Set realistic Sales objectives for this deal
4
Value Communication – Qualify and Qualify the Benefits for this customer
5
Articulate specific Value to drive Relevance and impact across Stackholder categories
6
Understand political alignment of the main stackholders and Gain support for your case. Remember:Win votes = Win deal
7
Choose the right Competitive approach for this deal.
Want more details?