Previous Issues of The Sales Flywheel
Dealing with the competition
Competitors will be present in almost every deal, but instead of dismissing them, take time to look at the world from their perspective - it will help you determine how best to position yourself to be successful.
Using Launch Plans to bring deals in on schedule
Launch Plans (also called Mutual Action Plans) help you and your customer to map out every workstream required to get their project live (and your contract signed) on schedule.