Mutual Success Plans: A Collaborative Approach

I’ve written before about the persuasive power of a Mutual Success Plan in technology-based B2B sales, and I believe the concept is so important that it is worth returning to it, particularly in the light of recent developments in collaboration technology.
You may have come across the spiritual precursors to the Mutual Success Plan in the form of “Close Plans” or “Mutual Action Plans” – you may already be using one or the other of these concepts – but in a world where enabling our customers to achieve provably better outcomes has never been more important, those more traditional approaches have been found to be lacking…
Close Plans
“Close plans” are typically largely or exclusively internally focused: they contain a series of tasks or actions which, if performed by the salesperson, are supposed to increase their chances of winning the customer’s business on the date and at the value currently