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Mutual Action Plans (MAPs) can be a game-changing tool in the realm of complex sales. This comprehensive guide will help you understand them, the potential roadblocks, and how to leverage their benefits.
At its core, a MAP is a shared, dynamic document between you and your prospect. It's your shared roadmap to success, tracing the path from initial contact all the way to a successful deal closure. The MAP clearly lays out key milestones, tasks, due dates, and the roles of all parties involved. It’s a tangible representation of the sales and buying journey, effectively guiding both you and your prospect towards a common goal.
