What You Mean

• Honor the hope you bring to the organization
• Relationships really matter.
• Active participants in every deal

Map the Team

• Owner Interview: How is this all supposed to work?
• Use API thinking. Multiple inputs per output. Each output belongs to somebody. Somebody may have multiple outputs.

Meet Everybody

• The 30-minute intro meeting.
  • Your background
  • Their background
  • Their outputs
  • Their inputs
  • Gripe about sales
• Send a follow-up. Remember key dates (like birthdays) & participate!

Relational Plan

• Who will need to participate in the sales process?
  • How will they participate?
• Who are the recipients of the sales process?
  • What do they receive?
• Accountability:
  • Recurring Meetings: Regular reports (like standup).
  • One-Off Updates: Milestone-based (like slack).
• Make your checklist of what you need to give to whom when. Give before they have to ask.

Communications Plan

• Tools & preferences: How do people like to be talked to?
• Comms Efficiency Protocol: DM -> Email -> Thread ->

Approvals Plan