The importance of having a plan to manage the "last mile" of a sales cycle cannot be overstated. Especially for large and complex deals, it is critical that sales leaders design a detailed plan to win the deal in question and discuss it with their prospects. This way we ensure that nothing is missed, that the AM team is aligned, that leaders know exactly what is required of them to support the deal, and that everyone is focused on the most important tasks to achieve the desired outcome: closed deals that bring clean revenue to the company and a valuable solution or product to the customer.

If you know the decision-making process, you are much less likely to lose a sale due to stagnation. You know exactly what needs to happen on the corporate side to close the sale, and can therefore work toward meeting those conditions. For example, if you know that the economic buyer has approved the decision but has not completed the paperwork for the follow-on process, you can specifically push for that paperwork to be completed and thus close the sale.
We have a ready-made engagement plan that helps us develop a common strategy with the client to bring our product into their organization.

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