Chapter 2

Can patience alone manage a six-month deal?

Đơn sáu tháng quản được bằng kiên nhẫn thôi sao?

The chapter's question

How many stages does this deal have, and what does the next stage end with?

Big idea

A six-month deal cannot be managed; six one-month stages can.

In this chapter

  1. Part 2.1

    Which Milestones Are Real

    Which milestone proves the customer is moving forward?

  2. Part 2.2

    A Plan You Share With Them

    Do both sides have the same task list?

  3. Part 2.3

    Selling a Small First Step

    Should we start with a smaller piece?

  4. Part 2.4

    When a Stage Slips

    When a stage slips, what do I reassess?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Big Deals, Long Timelines is free to read right here.

Read in Conan School

Chapters of Big Deals, Long Timelines

  1. 1.Is the most promising big deal the most real?
  2. 2.Can patience alone manage a six-month deal?
  3. 3.Long deals die quietly, so who notices first?
  4. 4.Is one big deal worth sacrificing next quarter?
  5. 5.Do I report the hopeful number, or the real one?