314: Collaborating Our Way to a Higher Close Rate with Tom Williams
The Predictable Revenue Podcast
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Creating a Collaborative Mutual Action Plan
The chapter emphasizes the importance of developing a mutual action plan in sales by aligning with customers on problem identification before diving into detailed planning. It stresses the value of collaboration and trust-building during the discovery phase to facilitate successful problem-solving. The significance of structuring milestones, aligning sales stages with the buyer's journey, and involving the right people in the plan to enhance credibility and streamline the buying process is discussed.
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