• Timeline Anchor
  → “What’s the latest you want this live?”
  → “To hit that, we’d need legal done by [date], sign-off by [date]. Doable?”
  → Reverse engineer urgency
• Mutual Close Plan (Shared Doc)
  → Build it with them on the call
  → 5–7 steps max
  → Each step has: Owner + Due Date
  → Review every meeting, update live
• Next Step = Internal Task
  → Not “Let’s meet again”
  → “Can you confirm [budget] with [CFO] before our next call?”
  → Push accountability to buyer side
• Set the Exit Criteria
  → Define what “ready to close” looks like
  → “Once [legal] and [budget] are confirmed, we’ll lock final terms. Sound good?”

Hey Niepodam,

Client Problem: Enterprise deals were dragging.

- Avg cycle: 201 days
- No control
- “Just checking in” emails going ignored
- Too many stakeholders, unclear decision paths

Diagnosis:

1. Reps didn’t know who the real decision-makers were
2. No clear go-live date → no urgency
3. No structured mutual action plan
4. Meetings kept happening with no forward movement
5. Sales were reacting — not driving

Solution: Enterprise Close Map (5-Step System)

1. Cast Clarity (People Map)
→ “Aside from you, who else needs to sign off or weigh in?”
→ Sort into: Decider = budget + timeline control. Influencer = user pain, blocker, or political leverage

2. Timeline Anchor
→ “What’s the latest you want this live?”
→ “To hit that, we’d need legal done by [date], sign-off by [date]. Doable?”
→ Reverse engineer urgency

3. Mutual Close Plan (Shared Doc)
→ Build it with them on the call
→ 5–7 steps max
→ Each step has: Owner + Due Date
→ Review every meeting, update live

4. Next Step = Internal Task
→ Not “Let’s meet again”
→ “Can you confirm [budget] with [CFO] before our next call?”
→ Push accountability to the buyer side

5. Set the Exit Criteria
→ Define what “ready to close” looks like
→ “Once [legal] and [budget] are confirmed, we’ll lock final terms. Sound good?”

Execution Result:

✅ $180K deal
✅ Closed 42 days later
✅ Same team, same product
✅ Just tighter motion, no heroics

Use this if:

• Your reps are getting ghosted after “great meetings”
• Big deals are slipping late in quarter
• No one owns the close — and buyers aren’t moving

Want the Close Map framework installed across your enterprise team?

Or book me here directly for a Free Strategy Call

Alan "Modern Seller" Ruchtein.

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