Mutual Action Plan

A jointly owned document listing the steps, owners and dates required to get from agreement to signature.

Why it changes outcomes

It converts an implicit process into an explicit one with named owners on the buyer's side. Deals slip most often not because the buyer decided against it but because nobody on their side owned a step neither party had written down.

The qualification signal

A buyer unwilling to co-own a plan with dates is telling you something about the deal's real priority. That refusal is information worth acting on.

RELATED TERMS

Sales Cycle Length

The elapsed time from an opportunity's creation to its close. The time dimension underneath capacity planning and forecasting.

MEDDIC

An enterprise qualification framework covering Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion — a checklist of what must be known before a deal is credible.

MEDDPICC

MEDDIC extended with Paper process and Competition — acknowledging that deals are lost to procurement and to rivals as often as to unclear value.

Multi-Threading

Building relationships with several stakeholders in a buying account rather than relying on one contact.

Learn how to apply this: RevOps 101: Revenue Operations Foundations

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