This meeting is to support an Account Executive on a customer opportunity pursuit. The meeting members should include the AE, their manager, and executive representatives from supporting groups - partner, services, CS, leadership team.
The first 3 sections of this agenda include questions that need to be be answered to get clarity on the current deal. The last section, feedback and plan, includes questions the executive team needs to answer together to support the AE on the best path forward.
Structure of the meeting:
In this meeting, the AE presents their opportunity to a panel of executives/leaders. In response, the executive are only allowed to ask clarifying questions.
Once the AE has presented, they leave the room, and the team consolidates feedback. Then, comprehensive feedback is provided to the AE and the group collaborates on the best path forward.
The goal is to support the AE with structured feedback from executives and genuine help.
Section 1: Why Change
Answer this series of questions to focus your value proposition, success criteria and executive support. A clear alignment to your customer's business goals is foundational to your deal strategy. Identify who the primary players are and any gaps you have in support. The team may be able to provide support here by aligning with an executive or shoring up support for your champion.
Section 2: Why Now
Use this section to get very clear on:
- What needs to be true for the customer to move forward;
- What kind of support you need to deliver a solution;
- and how engaged your customer is in the process.
Extreme clarity helps avoid delays and surprises in any deal. These questions should align with the sales methodology that you are using.
Section 3: Why Not
Thinking through a negative outcome, and anticipating objections and roadblocks will highlight any gaps in your plan.
This section will help you prepare for any moment of truth in your deal. Your supporting team can be invaluable here by providing input from experience in other deals, and revealing potential blind spots in your deal strategy.
Section 4: Feedback and Plan
This part of the meeting should be about constructive feedback and collaboration.
The goal is to help the AE strengthen their chances of winning and support their development for future deals. This is also a chance for executives to hear about the reality of what's happening in the field. The end result is a plan of action to move the deal forwarded that has leadership support and participation. The AE is accountable for making sure that the plan is executed but the whole team is accountable for the deal.
Jocelyn Brown
