Deal Execution.
The operating layer between qualification and signature. MAP discipline, procurement navigation, legal and security coordination, pricing and discount control, and competitive positioning — the practices that decide whether a strong deal closes cleanly or slips quietly.
How to use this module
Read in order for a full late-stage playbook, or jump to the section you need on an active deal. Every key term is clickable and links to the glossary, related concepts, and other places it appears.
- 01
Mutual Action Plans (MAPs)
The single most effective deal-control instrument in enterprise selling — when the customer signs it, when it lives in the deal, and when it surfaces slips early.
- 02
Procurement Navigation
Procurement's job is to extract concessions. Yours is to maintain value. Treating them as an enemy guarantees you lose; treating them as a stakeholder is how senior sellers stay in control.
- 03
Legal & Security Review Basics
The longest single workstream in enterprise paper process, the one most often discovered too late, and the one with the highest leverage from a few hours of preparation.
- 04
Pricing Strategy & Discount Control
Discounting without trade is the most expensive habit in enterprise sales. Pricing strategy is the discipline of holding value while still closing.
- 05
Competitive Deal Positioning
You rarely win by attacking competitors — you win by reframing the criteria so the comparison takes place on terrain where you are stronger.