“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 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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“There are a couple of ways to construct your implementation plan. The first is less formal and designed for use earlier in your sales process with each sales opportunity. It’s called “the 7×1 framework.” The second is more precise—a weekly plan of action—and becomes a true implementation or work plan for your future customer. If […]
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“In the sales world, too often we hear about “closing the sale” and “getting to the finish line.” Guess what? Your customers don’t think that way. No customer ever signs a contract and says, “Well, I’m glad that’s done! Let’s go celebrate!” or “This is awesome! Now our vendor can go raise a series A […]
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