Brian LaManna argues sellers should give buyers a visual roadmap of the purchase process, mapping out demos, references, legal, security, and procurement upfront. This prevents confusion and surprise requests later. He recommends sharing your screen, walking through each step together, and taking joint notes to build momentum and position the deal as a partnership.
Chapters
I'd start with like the why of why you would want to leverage them. I think one is for your buyer to give them a little bit of a roadmap. It can be confusing. We know how to sell our software. Buyers don't always know how to buy software, like what the typical evaluation process looks like. So I don't want to surprise Rory at the end of the call with asking for a tailored demo as a next step or a reference call or something that like he might not be expecting. The more I can seed that in the form of them seeing visually what the next steps are, as well as using that in an upfront contract to kick off the call, it's going to help me keep momentum at the end of my calls and like drive towards the ideal next step in my mind. Uh, and then I think for yourself as the seller, it's going to help you work backwards off of what needs to be accomplished. I've always found like legal conversations and security and procurement, like asking all those questions to be a little bit awkward. I don't know why. Maybe it's just me. I like to share my screen and like show the mutual success plan and actually take notes and say, hey, Rory, would you, would you mind spending a couple of minutes here? Like, this will make sure it's as seamless as possible to go from this conversation today to hopefully getting Gong in your hands over the next couple of weeks. Can we spend 5 minutes chatting through and I'll share my screen? What does legal typically entail? How about security? And I'll kind of make some notes as we go. So it feels like there's true mutual ownership of Hey, this isn't just like Brian's success plan to close the deal and earn money. This is our true mutual keyword success plan to get Gong in your hands.
