STAGE 06
Negotiate
Embedded Files
OBJECTIVE:
Agree on redlines and win the deal
COMPETENCIES AND SKILLS:
Negotiation
KEY ACTIVITIES
Clear understanding of sign off and negotiating process and stakeholders
Understand BAFO
What does the customer value
When and What are we prepared to give
Financial and Legal considerations
Set up clear dates and timelines
Hold customer to contract review timeline
SYSTEMS & TECHNOLOGY
Mutual Activity Plan (MAP)
Legal tool
CONTENT / ASSETS
Contracts
ONGOING ACTIVITIES
Salesforce is updated Timely and Accurately
Clear understanding on mutually agreed upon dates
EXIT CRITERIA
Closed in Sales force as won
Signature
Close win reason
Customer success Handoff Plan
Closed in Sales force as loss
Close loss reason
Closed on Sales force as nurture
Close nurture reason
Salesforce required fields:
The client has selected Provenir subject to contract
Is Salesforce up to date with the following:
Redlines Agreed
Commercials Agreed
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