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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During the sales process, your prospects are asking themselves (sometimes you) questions about product features and functionality and also asking questions about your ability to support the implementation of your product at their company. • How are your other customers like us? • What if the product breaks—how will you support us? • What if […]
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