The Collaborative Sale: Solution Selling in a Buyer Driven World

EPILOGUE

“THE STORY” CONTINUES …

Jon's plane landed in San Francisco. As it was taxiing to the gate, he switched his phone from airplane mode. It jingled as a series of voice mails, texts, and e-mails loaded.

A text from Nancy shouldn't have surprised him. Those directors watched the pipeline like hawks. He'd wait until he had more privacy than a whole plane of business travelers could provide before calling her. Scrolling through his e-mails, he was shocked to see this e-mail from the insurance broker:

Attached is the executed letter of intent to license ExyRisk. I believe we've captured our mutual intent here, with a hat tip to your collaborative approach throughout the process, which certainly greased the skids. Now the fun begins as the lawyers attempt to ruin the deal for both of us. Let's not let that happen.

Jon forwarded the e-mail to Nancy with a cover note:

Wow. He's had this for only three days and got the CEO's signature. I hope this is an omen for many deals to come. Thanks for the kick in the pants. Call at your first opportunity to debrief.

His phone rang before he reached the Mascone convention center. He answered, “Hey, Nancy, sweet deal, huh?”

“Great job, Jon,” she said. “So great, as a matter of fact, that I've got a lead on a Brazilian company with a similar need. I assume your passport is current?”

Jon smiled. “How soon do I leave?”