“This version of an implementation plan is more specific and is more representative of a functional work plan that your customer and you can use as the foundation of a statement of work and customer success strategy. Think of this version as a project management activity where your customer and you are collaboratively identifying key […]
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The 7×1 framework also future paces the prospective customer about the additional people and resources that will be needed to be involved in the sales and purchasing decision process. When the prospect sees all the people and processes that will be involved with a successful implementation, you can use that as leverage to involve key […]
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The past is the past – Startup Lessons from the Trail If you’ve watched my videos lately you know that two months ago, I ran a 200-mile ultramarathon around Lake Tahoe. For the last eight weeks, I’ve been celebrating and enjoying my personal glory of finishing this race. There comes a time where you’ve got […]
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The 7×1 framework is designed for earlier stages in the sales process. As soon as you have someone who is interested in your product, use the 7×1 framework to show your prospective customer that you consider implementation early and often when working with new customers. The 7×1 framework is a series of seven “firsts” in […]
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I just signed up for my next ultra marathon – it’s in February down in New Zealand. This past weekend, I built out the next three months – what does the training look like? What’s January going to look like? What’s December gonna look like? What is the rest of November going to look […]
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