AI Coach: find and fix deal issues before they result in closed-lost using AI

Sales Process

Curating a Mutual Action Plan

14 min
Average Score

Matt Doyon

Chief Executive Officer @ Triple Session

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In this session, we delve into the art of curating mutual action plans (MAPs). Unlike creating from scratch, curating involves pulling together existing materials from within your business and sales team. This session will guide you through the process, ensuring you can start using MAPs to impact your sales conversations and quota attainment immediately.

Why Curate Instead of Create?

Curating is about leveraging what already exists. Most of the ingredients needed to build a MAP are already available within your organization. This approach saves time and ensures that you use proven elements that have worked in past sales scenarios.

Mapping the Mutual Action Plan

Understanding the Process

Step 1: Itemizing the Customer's Journey

A successful MAP focuses on the buyer's journey:

  • Identifying a problem
  • Understanding potential solutions
  • Making a decision
  • Onboarding
  • Achieving impact

This comprehensive approach ensures that the plan addresses the buyer's needs from problem identification to the final impact. It's crucial to map out these steps meticulously to understand the buyer's perspective and ensure all their needs are met.

Why Is This Approach Effective?

By focusing on the buyer's journey, MAPs provide a clear roadmap that aligns with the buyer's decision-making process. This alignment helps build trust and credibility, as it shows that you are invested in solving their problems, not just making a sale.

Outlining Milestones and Tasks

Step 2: Breaking Down Milestones and Tasks

Creating a MAP involves outlining major milestones and the smaller tasks needed to achieve them. This step-by-step approach helps maintain momentum and ensures that each phase of the sales process is covered. It’s essential to break down the process into manageable chunks, making it easier to track progress and address any issues promptly.

The Role of Detailed Planning

A detailed plan is the backbone of a successful MAP. By clearly defining each milestone and task, you ensure that everyone involved knows their responsibilities and deadlines. This level of detail prevents misunderstandings and keeps the process moving smoothly.

Maintaining Momentum and Urgency

Reverse Engineering from the Compelling Event

One of the key strategies discussed is reverse engineering from the compelling event. This means starting with the desired impact and working backward to ensure that each step contributes to maintaining momentum and urgency. By focusing on the end goal, you can create a sense of urgency that drives the process forward.

Creating a Sense of Urgency

Urgency is critical in multi-stakeholder deals. Without it, deals can lose momentum and stall. By reverse engineering from the compelling event, you keep everyone focused on the ultimate goal, ensuring that each step is completed in a timely manner.

Collaborative Approach

Engaging Stakeholders

A crucial aspect of MAPs is their collaborative nature. Involve multiple stakeholders, including:

  • Users
  • Technical buyers
  • Economic buyers

This collaboration ensures that the MAP is comprehensive and addresses all necessary aspects of the buyer's journey. It also helps in building stronger relationships with stakeholders, as they feel involved and valued in the process.

Benefits of Collaboration

Collaboration not only makes the MAP more comprehensive but also builds trust and rapport with the stakeholders. When stakeholders are involved in the process, they are more likely to be committed to the plan's success.

Customizing the Template

Tailoring to the Prospect's Needs

Start with a broad template and tailor it to the prospect's specific needs. Engage them in the process to decide what to keep, cut, and customize. This approach ensures that the MAP is relevant and effective for each unique sales scenario.

The Importance of Personalization

Personalizing the MAP to fit the prospect’s needs shows that you understand their unique challenges and are willing to work with them to find the best solutions. This personalized approach can significantly enhance the buyer's experience and increase the likelihood of a successful sale.

Implementation and Follow-Through

Step-by-Step Execution

Implementing a MAP requires careful execution and follow-through. Each step of the plan should be monitored and adjusted as needed to ensure it stays on track. Regular check-ins with the buyer help maintain momentum and address any concerns promptly.

Continuous Improvement

As you implement MAPs, continuously seek feedback and look for ways to improve the process. This iterative approach helps refine the MAP, making it even more effective in future sales scenarios.

Key Takeaways:

  • Focus on the buyer's journey.
  • Use existing materials to curate your MAP.
  • Involve multiple stakeholders for a comprehensive plan.
  • Maintain momentum by reverse engineering from the desired impact.
  • Tailor the MAP to each prospect's needs.
  • Ensure detailed planning and execution.
  • Continuously seek feedback for improvement.

By following these guidelines, you can create effective mutual action plans that enhance your sales process, improve collaboration, and ultimately lead to better sales outcomes. Implement MAPs today to see a transformative impact on your sales performance.

Final Thoughts

The process of curating and implementing MAPs may require an initial investment of time and resources, but the long-term benefits far outweigh the costs. A well-structured, collaborative, and personalized MAP not only increases the chances of closing deals but also strengthens your relationship with clients, leading to repeat business and referrals.

By integrating MAPs into your sales strategy, you position yourself as a trusted advisor and project manager who is committed to the success of your clients. This approach sets you apart from competitors and builds a strong foundation for sustained sales success.

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