Treat deals like projects

Every deal should be managed like a project. That means:

• Timelines and sequencing: Milestones that match buyer cycles

• People and roles: Clear internal and external ownership

• Actions and next steps: Defined tasks and outcomes

• Assets and resources: Proof packs, proposals, compliance docs, demos

• Priorities and blockers: What’s next, what’s stalled, what needs attention

• Context and alignment: A real-time view of where the deal is and what matters now

The two core building blocks:

1. Documentation standard

Proof that the problem exists, the solution fits, urgency is clear, and the right people are aligned.

2. The blueprint

A roadmap to run the deal like a structured project:

• A clear start and end point

• Decision milestones along the way

• Flexible paths between them that reflect the real buyer journey

It gives reps a shared plan and lets buyers move with confidence.