For the Sales Ladies , here is Checklist for your Deals to close in 2020

We now have practically 10 weeks to go to the end of 2020. This year is unusual, so the risk of your Deals slipping to next year is higher. Here is a Checklist that helped me in the last 8 years of B2B Sales in Amazon Web Services:1) ADDITIONAL STAKEHOLDERS...Did you talk to all the Stakeholders?Most Sales Teams tend to focus on a few Stakeholders only to be surprised in the final stages of the opportunity by additional stakeholders. These new Stakeholders typically introduce new requirements that take time to be answered....Do you know all the Stages of their Purchasing Process? (Will anything change because of COVID 19?)...Will the Key Stakeholders go on Vacation before the End of the Year?2) “IT FREEZE” PERIODS - An “IT freeze” is a point in time after which the rules for making (or evaluating) changes to the IT environment become more strict or forbidden....Does the Customer’s IT Department have a “Freeze Period” scheduled?3) SECURITY & COMPLIANCE APPROVALS...Do you have the Approval of the Security & Compliance Teams in your Customer?Often, a form needs to be filled out to check if your Solution adheres to their Standards. It may involve several hours of work from your PreSales Team. The earlier you receive the Form, the better it is as some items may involve Complex discussions between multiple teams.4) EXECUTIVE SPONSORSHIP....Have you met with the C-level executives in the Customer?Your Competitors may be talking to them, and you may lack Executive Sponsorship in the final stage. 5) CONTRACTS APPROVALS.... Do you have an existing Master Contract with this Customer?Typically an Enterprise Agreement or Master Services Agreement is required for substantial purchases....Has the Customer reviewed all the Contracts/Purchasing Orders necessary for closure?It is important to account for discussions with their Legal Department and potential internal approvals of change requests.6) PRICING...Did you already have initial discussions with the Customer about the Pricing?...Do you have all the Internal Approvals on your end for Special Discounts?...Does the Customer already have Approvals for all the Budget items?Often additional items such as Training, Professional Services, Support, and Partner’s products & services are underestimated.7) VALUE PROPOSITION & DIFFERENTIATORS...Does the Customer fully understand your Value Proposition and Differentiators?Their Purchasing Department will look for Competitors with lower prices. The best way to justify a significant Price difference is by quantifying the Benefits through an ROI study done together with your Champion in the Customer.You may need to introduce your Champion and other Stakeholders in the Account to different Experts in your Company (for example, Product Specialists, Industry Experts, Business Development Executives.) These Experts often present specific Benefits more effectively.I hope this Helps! Let me know if I missed anything :)