Two Simple Questions to Improve Your Deal Outcomes

Want a dead-simple way to stay in control of your deals? Ask yourself two questions:

• Do I know my customer?

• Do I know my deal?

KYC/KYD – Know Your Customer, Know Your Deal.

Is this as robust as a framework like MEDDIC? No. But if you're just getting started, you're coaching newer reps, or you're a founder stepping into sales for the first time, this is a great way to manage your deals effectively.

Know Your Customer (KYC): Who They Are & Why They Need You

• The Buyer – Who are they? What are their priorities? What does success look like for them?

• Company & Trends – What does their company do? Who do they serve? What industry trends are shaping their decisions?

• Who’s Like Them? – Which of our customers face similar challenges? How can we demonstrate we understand their world?

Know Your Deal (KYD): The 5 W’s + How

• Why now? – What’s driving urgency? What's the core business challenge?

• Who’s involved? – Who are the decision-makers and influencers?

• What do they care about? – What priorities, pain points, or objections are shaping their decision?

• When do they need a solution? – What’s their timeline for implementation?

• How are they making the decision? – What’s their buying process and selection criteria?

This is what we like to call the kindergarten method of managing deals—because everyone knows the 5 W’s.

You can’t control every aspect of a sales cycle. But you can control how much you know!

If you are struggling with deal management and need a better way — let’s connect!