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Discovery·Pipeline Management·3-page PDF·+ Spreadsheet·intermediate
The Buying Committee Map
Twelve rows per account. Enter the people, their function, their position and whether you have actually met them, and the workbook returns a coverage score, the gap to close first, and the exact ask that closes it.
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DISCOVERY + PIPELINE MANAGEMENT · 3-PAGE PDF
The Buying Committee Map
What's inside
- Twelve rows: name, function, position one to five, what they need to hear, met yes or no
- A coverage score out of five, weighted so meeting the economic buyer counts double
- Five pass-or-gap checks in the order to close them
- The language for reaching a second stakeholder without going over anyone's head
- A worked example that scores two out of five and looks perfectly healthy
What sellers & sales leaders are saying
"The saying goes that the first task of any new sales leader is to build the playbook. Matt does this for you in this astonishing collection of go-to-market business critical playbook of intelligence, bound up like a single pane of glass that is easy to consume. This is an incredible asset for any sales leader looking to make waves. Highly recommended."
DL
Doron Luder
VP of Sales, VinciWorks
Free forever. We'll email it to you.
Part of this track
Discovery & Demo
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