Arrow icon
Ness Labs: Make the most of your mind
Learn more about Joggo

A Summary of

The Agile Arrow – a visual framework for managing complex sales deals

by
Pete Prowitt
Intercom
View original
  • Closing complex deals is more than just selling
  • Use project management skillset to prioritize people, work, and outcomes

Complex deals, complex problems

  • Complex deals require high level visibility
  • Easy to lose track of objectives without a framework

Agile Principles

  1. Simplicity
  2. Add changing requirements
  3. Build a deal around motivated individuals

Visualize the Arrow

  • Create an arrow with different milestones 
  • Each milestone can have goals tied to it

Putting faces to the Arrow

  • For each milestone add the most important stakeholders
  • Helps focus on only what is relevant to that group
  • Adapt, present in simplest way possible, and focus on stakeholders
Related content
See all posts
Arrow icon
March 12, 2019
/
Pete Prowitt
/
Intercom

5 lessons learned starting a new team within our sales organization

Read more
/
Courtney Chuang
/
Intercom

8 steps to create your winning sales strategy, according to industry leaders

Read more
/
Alan Gleeson
/
Intercom

9 essential sales steps you need to grow your SaaS startup

Read more
/
/
First Round Review

Designing Your Sales Stack so that Customers Come to You  

Read more
/
David Frankel
/
Founder Collective

Startups should read this checklist before they go “whale hunting” for big partners

Read more