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SUPERION – Sales Playbook

Here is a more detailed description of how to define and work within the buyer map:

Once the Buyer Map is completed, it is time to create your Deal Strategy. This means you have identified
your executive priorities, aligned to strategic initiatives, created impact statement(s)to demonstrate your
perceived need by different audiences (ensuring relevant messaging) and have utilized proof points to
bring home the real value of the solution (how others have been successful).
So the Deal Strategy is created to help you compete, as the real world is very competitive. Your prospect
may have a homegrown system, use a competitor or believe that doing nothing (status quo) is the right
answer. Your deal strategy needs to be framed to help you best beat/position against these competitive
scenarios.

Deal Strategy Framework

You must evaluate the deal through the lens of your customer and consider this particular deal (not other
experiences).
Keep in mind, completing this section of your analysis requires you thinking about differentiators. These
are the things that are unique to you, valued by the customer, and proven (or able to prove via case study,
reference, etc.)

3/8/2018

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