Are you considering the Risk your customer is taking on the deals you are working on? Thanks to Jon Hunter for sharing his thoughts! Love this!
If you’re working on a deal right now, and it’s above $1 million and will be deployed in a mission-critical environment, your economic buyer is risking his career on it. So the most likely reason your deal may not get done is not the ROI or “business value” but the perception that there’s a risk that it won’t work in their environment. Even more challenging is why …the reasons are usually unrelated to your software. Here are some risks: 1. Your customer's leadership maturity. 2. Your customer's change management ability. 3. The partner team deploying it, if unknown, is a risk. 4. If you removing other software, getting that out is a significant risk. 5. If you need multiple departments to work together to embrace your solution, that is a risk. 6. If your solution needs to be interoperable with other software. And the list goes on and on… De-risking your deal means your proposal today should have answers for as many of these risks as possible. The big deals that will get through the gauntlet this month will be the best-de-risked deals. How is yours looking? Remember what the goal is …big deals in our timeline with delighted customers.💥👈💪
