Page 50 - GSPR - Cross Architecture Sales plays
P. 50

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                                                                                      1 select a leader & time

         Exercise:                                                                  keeper then work through:


         Use the Mapping


         Guide to Review the                                                    • Stakeholders


         Sales Plays in the                                                     • Business Outcomes & Drivers



         context of your


         customer/deal                                                          • The Journey Map


                                                                                • Licensing Models



                                                                                • Customer References




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