Deal Management
David Weiss · 2026
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About the book
Frameworks like MEDDICC, Challenger and SPIN sharpen how sellers sell, but they don't close deals on their own. Deal Management is a methodology-agnostic operating system for B2B sellers and sales leaders. It uses six deal criteria (Current State, Desired Future State, Change Justification, Stakeholders, Buying Process and Competition), color-coded for risk, to show what is real in a deal, diagnose what is missing, and act before deals stall, slip or end in avoidable losses. It also covers how to apply the criteria through discovery, demo, alignment and close, and how sellers and leaders build it into a team operating rhythm.
Book details
- Year
- 2026
- Language
- English
- Publisher
- DealDoc
- Editions
- 1
- Pages
- 348
- ISBN
- 9798995585145
Data source: Wikidata