Resources
The Eight Pillars
The methodology behind the Commander. Each pillar is a piece of information you need to qualify an opportunity properly and take it to a close.
The eight pillars
-
Metrics
The quantified value. What success is worth to them, in their numbers.
The question to answer: Do we know what this is worth to the buyer, in the buyer's own figures?
-
Economic Buyer
The person who can actually sign, and whom you have actually met.
The question to answer: Have we met the person who controls the money, and what did they say?
-
Decision Criteria
What they will judge you against, in their words, not yours.
The question to answer: Do we know how they will choose, and have we shaped it?
-
Decision Process
The real steps, the real dates, the real approvals.
The question to answer: Can we name every step between now and a signature, with dates?
-
Path to Payment
How money actually moves from their budget to your invoice.
The question to answer: Do we know how the invoice gets paid, and who has to release it?
-
Identify Compelling Event
The reason this closes now and not next year.
The question to answer: What happens to them if this does not close by the date they gave us?
-
Champion
Someone who sells for you when you are not in the room.
The question to answer: Is there someone inside who is acting for us, and is that evidenced?
-
Competition
Everyone else in the deal, including the status quo.
The question to answer: Who else is in this deal, including doing nothing, and where do we stand?
From pillars to Deal Health
Deal Health is the score computed from the evidence in a deal across these eight pillars. See how Deal Health is calculated.
The Eight Pillars were created by Julian Reading, who has written six books on sales methodology, including Command the Eight Pillars.