Solve Sales Challenges4. The Dealstorming Cycle, Steps 5-7
8min2020 AUG 27
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It’s important, says Tim Sanders, to stick with the dealstorming process from beginning to end. If you take it seriously, each step will give you valuable insights into the nature of the deal and the possible solutions. In this lesson, he outlines steps 5 through 7: Execute, Analyze, and Report.5. Execute - Carry out the next best play faster than expected. This avoids delays and demoralization in your team. Use prototyping to create concrete examples and avoid ambiguity. Execute without excuse.Verify assumptionsFind resourcesPrototypeImplementThe Whisper TestFind an inside champion at the prospect organization and have them privately critique your prototype. (Tools: FaceTime, Snapchat)Use insights gained from the whisper test to improve your prototype.6. Analyze: Ask yourselfDid the next best play work?Did the next best play move us backward?Was there valuable advice that wasn’t heeded?Is there some other problem?Should we give up on this opportunity?7. Report - Provide contribut...