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The D.E.A.L. Progress System™
The modern deal management framework for winning over today’s B2B buyer.
Equip your sellers to lead the sale, and coach themselves, through a simple 4-piece deal management framework that is proven to increase win rates.
A closed-won deal only comes after the prospect realizes a serious business problem needs to be solved, and that your solution is the only option to fix it.
About D.E.A.L.
A Complete Framework for Winning
B2B sales has changed dramatically. Buyers have access to more information now than ever before. They start evaluating solutions before ever speaking with a seller. Sales teams have less time to influence decisions.
Developed in 2023, the D.E.A.L. Progress System™ was created to help sales professionals navigate today’s buying environment with greater clarity and confidence.
Part deal management framework, part risk assessment tool, and part forecasting guide, D.E.A.L. provides a practical structure for evaluating opportunities and identifying what is needed to move a sale forward.
Sales teams that implement the D.E.A.L. Progress System™ report stronger buyer conversations, higher win rates, shorter sales cycles, and more accurate forecasting.
The Framework
Four critical components to winning a deal.
- 01
Develop the Business Case for Change
The customer-centered sales approach starts at discovery and continues to strengthen throughout the sales process. It helps potential buyers clearly understand why they need to buy.
- 02
Engage the Buying Committee
Getting an early understanding of who all is involved in the decision-making process is crucial to bring a deal home. Direct access is best, but there’s a plan for winning even with indirect access.
- 03
Align Your Solution to the Business Case
Sellers prove value by mapping their solution to the buyer’s specific situation. This starts at discovery and continues throughout the sale.
- 04
Lock in the Proper Timeline
The timeline is more than the go-live date. It’s all the micro-stages along the way that push a deal forward.
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