Modern buyers arrive informed, involve more stakeholders, and judge you by how well you run their buying process. This session introduces PLAN selling as a simple, buyer-centric operating system: Pinpoint the priority problem, Line it up with real company priorities, Assess and address decision dynamics, and Next steps tied to a target value date. 

You see how to replace linear, seller-first stages with mutual plans anchored to when the customer expects to see value, use “three whys” to get from symptoms to the root cause, map champions and approvers across Finance, Legal, Security, and RevOps, and end every call with micro commitments that keep momentum visible in your forecast. The punchline: when PLAN is working, there is clarity on problem, priority, people, and path, and slippage, ghosting, and “no decision” shrink.

• Run deals to a target value date, not a seller due date, by back-planning legal, security, implementation, and milestones so urgency is grounded in the customer’s outcomes. 
• Replace surface-level discovery with the three whys to isolate the crux of the problem, then connect it to business priorities so budget, timing, and access become easier. 
• Make complex decisions manageable by mapping decision dynamics and ending every meeting with clear, mutual next steps and owner-by-date micro commitments that protect momentum and improve forecast confidence.