Creating and Leveraging Mutual Action Plans

PROGRAM DESCRIPTION

Join Sales Assembly and Geoff Hendricks, Key Account Executive at Challenger, as we hone into Deal Management as a skill. Creating a Mutual Action Plan is not successful unless you get prospect buy-in – it is meant to be a mutual plan, after all. But how do you get to create one that your prospect actually would want to use? This course will provide strategies and templates on how to create a MAP and how to leverage best to close your deals.

PROGRAM TAKEAWAYS

1. Anchor the buying journey with the problem the customer wants to solve and the desired future outcome. Leading with context around the “why” is critical for stakeholder buy-in.
2. A mutual success plan goes beyond just getting a contract signed. It outlines the commitments and pathways required from both parties to achieve the customer’s outcome.
3. Project plans with just a list of tasks lack meaning for buyers. A mutual plan must map activities to the core business goals to demonstrate the purpose and value.

GENERAL PROGRAM INFO

This module is part of the Skill Certification Program. The content of each module is designed and facilitated by the Thought Leader in collaboration with Sales Assembly. All Thought Leaders are guided and coached to tap into the foundational elements and strategies needed to develop the necessary proficiency to perform within the role in practice as part of the B2B Tech space. To earn your certification, you need to complete all required modules and fulfill participation requirements. Modules can be completed in any order and at your own pace, offering flexibility to fit your schedule.

Recordings are not shared, as live participation is a requirement to receive certification credit. If you cannot make a session, don’t worry—our certifications run multiple times a year!

*Certification Programs do not have an enforced order or limit on timeframe for completion.

ADDITIONAL INFO TO KNOW

This program is open to all employees of SA member companies. You must be logged into your account to RSVP for this program. If you need help logging in or need help setting up your account, please email hello@salesassembly.com.

All registrants of this program comply with our Terms and Conditions.