Managing a No Deal Decision
When is seems like you are entering into a "No Decision" deal, are you asking yourself if you are attaching your solutions to the right/biggest customer problem(s)?
Are you involved and building champions with the right people at the customer?
Are you demonstrating relevance of your solution's value to their strategic priorities?
In other words how does this problem you are trying to solve align with the customer's stack ranking of the problems they have prioritized for their business?
Running through this checklist is part of the course for "Managing a No Deal Decision", but we want to hear your approach, as well!