The Mutual Action Plan Build Session (60-Min Training)

Question

Pulse · Accepted Answer

![The Mutual Action Plan Build Session (60-Min Training)](/assets/qa/tl13333.jpg)

### Direct Answer

This 60-minute Mutual Action Plan (MAP) build session is a structured, high-velocity workshop designed for B2B sales teams to co-create a step-by-step plan with a prospect during the evaluation phase. The goal is to lock in a shared timeline, decision criteria, and stakeholder alignment, reducing sales cycle variance by up to 30% (based on data from Clari and Winning by Design). You will run this as a live, facilitated meeting—ideally in a Gong-recorded video call—using a MEDDIC-MC framework to structure the MAP. Each section includes a verbatim script, time allocation, and actionable outputs. Expect to move fast, with the rep and prospect building the plan in real time.

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## 1. Warm-Up: Align on the "Why" (10 min)

![two people aligning on goals](/assets/qa/st0774.jpg)%20The%20Mutual%20Action%20Plan%20Build%20Session%20(60-M%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=9362)

**Time allocation:** 10 minutes  
**Objective:** Establish the MAP’s value as a mutual commitment, not a sales tool. Open with a framing that positions the session as a partnership accelerator.

**Verbatim script for the rep:**  
"Thanks for blocking this hour. We’re going to build a Mutual Action Plan together—this isn’t a sales timeline, it’s our shared roadmap to get your team to a confident decision. By the end, we’ll have clear steps, owners, and dates. Let’s start with one question: *What’s the single biggest obstacle you see in getting this deal across the finish line internally?*"

**Facilitator actions:**
- Capture the obstacle in a shared doc (e.g., Google Docs, Notion, or a Salesforce record).
- Validate the prospect’s answer with a **bold** statement: "**We’ll design this plan to remove that obstacle first.** "
- Set the agenda: "We’ll cover decision criteria, stakeholder map, evaluation steps, timeline, and next actions. Ready?"

**Output:** One key obstacle documented. Energy is high, and the prospect feels heard.

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## 2. Decision Criteria & MEDDIC-MC Check (15 min)

![sales decision criteria checklist](https://image.pollinations.ai/prompt/realistic%20editorial%20photograph%20of%20sales%20decision%20criteria%20checklist%2C%20natural%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=61032)%20The%20Mutual%20Action%20Plan%20Build%20Ses%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=6504)

**Time allocation:** 15 minutes  
**Objective:** Use the MEDDIC-MC framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, Competition) to surface the prospect’s buying process. This ensures the MAP is grounded in their reality, not your assumptions.

**Verbatim script:**  
"Let’s map your decision criteria. I’ll use a framework called MEDDIC-MC—it’s how high-performing teams align. First, **Metrics**: what specific numbers will you measure to justify this investment? Example: 'reduce churn by 20%.' Next, **Economic Buyer**: who signs the check? Is it the VP of Sales or the CFO? Then, **Decision Criteria**: list your top 3 must-haves. Finally, **Champion**: who’s your internal advocate pushing this forward?"

**Facilitator actions:**
- Use a shared table in the doc with columns: MEDDIC-MC Element, Prospect’s Answer, Owner, Date.
- For each element, ask a **bold** follow-up: "**Can you name the person with veto power?** " or "**What’s the one metric that kills the deal if it’s not met?** "
- If the prospect hesitates, use a **Challenger Sale** technique: "Most teams I work with find that the Economic Buyer isn’t visible yet. Let’s identify them now—who else needs to approve?"

**Output:** A completed MEDDIC-MC table with at least 6 elements filled. This becomes the MAP’s foundation.

```mermaid
graph LR
    A[Start Session] --> B[Warm-Up: Obstacle]
    B --> C[MEDDIC-MC Check]
    C --> D{Decision Criteria Clear?}
    D -->|Yes| E[Stakeholder Map]
    D -->|No| F[Probe: "Who decides?"]
    F --> C
    E --> G[Evaluation Timeline]
    G --> H[Next Actions]
    H --> I[Close]
```

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## 3. Stakeholder Map & Champion Alignment (10 min)

![stakeholder org chart diagram](https://image.pollinations.ai/prompt/realistic%20editorial%20photograph%20of%20stakeholder%20org%20chart%20diagram%2C%20natural%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=84205)%20The%20Mutual%20Action%20Plan%20Build%20Se%2C%20realistic%20magazine%20style%2C%20warm%20light%2C%20no%20text%2C%20no%20watermark?width=1200&height=675&nologo=true&model=flux&seed=6092)

**Time allocation:** 10 minutes  
**Objective:** Visualize the buying committee using a **stakeholder map** (e.g., a RACI matrix or a simple org chart). Identify the Champion’s influence and any

Name	Role	Support Level	Action Needed
Sarah Chen	VP Sales	Green (Champion)	Provide ROI deck
Mark Lee	CFO	Yellow	Schedule 1:1
Tom Rivera	IT Director	Red	Address security concerns

Milestone	Date	Owner	Status
Demo for IT team	Oct 15	Rep	Pending
POC kickoff	Oct 22	Prospect	Not started
ROI analysis	Nov 5	Champion	Needs data

Kory White

The Mutual Action Plan Build Session (60-Min Training)

1. Warm-Up: Align on the "Why" (10 min)

2. Decision Criteria & MEDDIC-MC Check (15 min)

3. Stakeholder Map & Champion Alignment (10 min)

4. Evaluation Timeline & Milestones (15 min)

5. Next Actions & Accountability (5 min)

6. Close & Handoff (5 min)

Common Pitfalls to Avoid in the Build Session

How to Prepare for a High-Impact MAP Session

Measuring Success After the Build Session

FAQ

Related on PULSE

Sources

Kory White

The Mutual Action Plan Build Session (60-Min Training)

1. Warm-Up: Align on the "Why" (10 min)

2. Decision Criteria & MEDDIC-MC Check (15 min)

3. Stakeholder Map & Champion Alignment (10 min)

4. Evaluation Timeline & Milestones (15 min)

5. Next Actions & Accountability (5 min)

6. Close & Handoff (5 min)

Common Pitfalls to Avoid in the Build Session

How to Prepare for a High-Impact MAP Session

Measuring Success After the Build Session

FAQ

Related on PULSE

Sources

Two scores — Gate vs IQ