Kaveh Pazooki
Founding Account Executive at Surfe
On Pipeline
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How to Use a Mutual Action Plan to Test Whether a Deal Is Real
Kaveh Pazooki, founding account executive at Surfe, uses the mutual action plan as a lie detector. In his words, it vets whether or not the deal is real. He gives the prospect deliverables and checks whether they actually execute on them.
Key takeaways
- Put deliverables for the prospect on every mutual action plan, including the inputs you need for the ROI analysis you'll present to their boss.
- After a large group demo, book five-minute one-on-ones with end users to find out what they like about the incumbent and what would make them hesitate to switch.
- At the proof of concept kickoff, ask who the economic buyer is. Kaveh Pazooki treats a refusal, or a promise to present it internally, as a red flag.
- On Monday morning, check your top three active deals for a plan, prospect deliverables and whether those deliverables were executed. If the answer is no across the board, park the deal outside the quarter.
In Kaveh's words
"for me, it, it's really used as a lie detector. I think it vets whether or not the deal is real."
"Is it a real problem? Are they more of a tire kicker? Is it kind of like a loose evaluation?"
"We're gonna have a formal check-in, you know, midway through the proof of concept, and then we're gonna have like a readout at the end."