Challenger Deal Map

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Opportunity/Deal Name: Solution You Want to Sell: Differentiators of Your Solution You Are Emphasizing:

Main Contact(s): Final Decision Maker:

DEAL STATUS DEAL STRATEGY


What are you Teaching? To whom are you Tailoring? How are you Taking Control? 1 Why might the customer NOT 3 What are the next 3 steps the 5 Where could you use advice to
buy your solution? (List at least customer needs to take to improve your chance of winning
What is the customer business What has the customer told you Where is the customer in their three risks or objections you advance their buying process? this deal?
problem that your solution can about the urgency of addressing buying process? anticipate.)
address? this business issue?  Learn
Customers are learning about
new ways to manage business
 Understand Need
Customers are evaluating whether
to take action
 Define Purchase Criteria
Customers are engaging internal
stakeholders and evaluating their
How is the customer addressing this What business metrics are at risk if buying criteria
problem today? this company doesn’t act on your  Evaluate Options
insight? Customers are comparing
vendors and evaluating solutions
 Validate & Select
Customers are finalizing scope,
negotiating final terms, and
securing final internal approvals

What are you teaching the customer What specific personal objectives What customer activities/actions 2 List your current plan to 4 For each next step, how will you 6 Notes from Deal Drill
that will create the urgency required are at risk for key customer indicate that they are in the buying prevent/address each risk or take control to move the
for them to take action? contact(s)? stage above? objection. customer forward?

What proof do you have that the Which customer contact(s) have a
customer agrees with your insight? proven track record in “getting
things done” in their organization?

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