Deal Desk Structure
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This is part of the opportunity to close process that aligns pricing revenue structure and risk with an organization s sales strategy.
Deal desk structure. Deal desks help reps construct stronger deals. A good deal desk will also provide real time. With an automated deal desk that includes guided selling functionality reps can walk prospects through a highly configurable questionnaire to identify the right set of products and services.
If you re not in sales you may not appreciate how difficult it is to memorize and sell a complex set of products and features let alone maximize opportunities for upsell cross sell and bundling. Designate people and time schedule a recurring meeting for account executives and executive level personnel to sit down and review important opportunities. At the most basic level the deal desk is responsible for reviewing and approving pricing and deal structure ensuring compliance with price structure profitability and solution components.
A high level of authority and empowerment to make decisions are two critical attributes of a deal desk. Setting up a deal desk within your organization is simple provided you take the time to establish rules and stick to them. As the deal desk matures companies often add capacity to manage request for proposal rfp responses and advise on deal strategy and negotiations.
A deal desk manages sales proposals negotiation and contracts with customers. The deal desk has the information power and authority to cut through the red tape of. Define when and which deals get submitted.
The following are common elements of a deal desk.
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