Mutual Action Plan (MAP) is a powerful yet often underrated and misunderstood tool in the sales arsenal. While MAPs may sound intimidating and seem like a lot of work, many of us use a version of it informally in our daily lives without even realizing it. Every time we plan something—whether with family, friends, or coworkers—we discuss what needs to be done, decision criteria, next steps, and who is responsible. These are essentially the basics of a MAP. One of the most effective uses of MAPs in sales is testing your champion’s commitment to the buying process. By asking them…

Have you found yourself frustrated by deals that seem promising but somehow never reach the finish line? It might be tempting to attribute this to a problem with your closing techniques, but what if I told you that the issue usually lies much earlier in the sales process? In my years of direct sales experience as well as conducting many pipeline and opportunity reviews for clients, I've noticed a recurring pattern: deals get stuck in limbo because they were never properly qualified as opportunities to begin with. This discovery problem isn't exclusive to new business sales; it affects expansion sales…