Hey Brendan, I think you need to give a little more to work with here.
Some thoughts –
may lead to a substantial 4-year enterprise deal.
Have you assumed this or “micro-closed” (p.352 Selling Made Simple) it?
“If we implement X and you’re happy, no need to commit now, but would it make sense to investigate Y?”
navigating a three-step sales process
What are the steps?
Measures for ensuring a successful outcome
What does your buyer consider a successful outcome? Not being facetious here. It doesn’t matter what I consider is successful, I’m a random dude on the internet, all that matters is what the buyer wants.
If what they want doesn’t align with what you are able to deliver, it’s better to know this and reset their expectations.
Optimal ownership on my end for a win-win
What does this mean without the buzz words?
Feasibility of requesting full access to their team’s working environment
Depends what industry their in, if they trust you, the size/reputation of your org etc.
