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Understand what it is really going to take to close a “must win” deal.
Template 1: At a Glance – to be completed by the rep prior to the Deal Diagnostic session which provides basic account profile information
Template 2: Estimate of the Situation – provides a description of the opportunity and all relevant issues
Template 3: Decision Map – identifies the individuals involved in making the decision including roles and issues
Template 4: Positioning Grid – a graphical representation of the current and future planned relationships between the vendor and customer executive personnel
Template 5: Call Plan – the specific purposes and objectives of the next sales call
Template 6: Recommendations – provided by the KappaEast consultant to the sales team at the conclusion of the Deal Diagnostic
Deal Diagnostic results in:
- Common sales team focus, with aligned execution
- Enhanced communication and decision making between the sales team
- Better, quicker “course corrections,” increasing the probability of closing the deal
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