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Closing 10.13 - Coggle Diagram
Closing 10.13
What makes deals slip?
late IT review
not having full buyer map
unexpected approval items/documentation
shift in budget
Out of office/vaca
LEFT ORG
Shift in priorities
Compeitive solution - comes in late in the game
didnt get enough of their buy in
Buying procedures has changed
Committee approvals needed
Not enough constant discovery
Future meetings set
Timeline expectations
internal software process/steps
Docs
NDA
BAA
MSA
SOc2
vendor questionnaire
Name Changes
Didnt put the legal name
Procurement docusign
send to you
*
Proactive Prevention TR
move up everything on the process
Set meetings in the morning vs afternoon
Scheduling ALL follow up w/ a MEETING ON THE CALENDAR
working with the right contacts
keeping urgency
Buyer map - keeping it together during the project
connecting with new folks and power in the org
Prep
Get customers cell phone number
Look at last opp - who signed the last agreement?
Look up who their manager is on Linkedin and connect with them
How Can I keep Momentum
Having meetings scheduled until the deal closes
Have a reason to meet with the buyer, not just checking in
Business justification update
Timeline overview
Implimentation overview
Getting introductions to other people on their team
introducing your boss to theirs