What works when selling MuchSkills. A structured guide for partners, salespeople, and solution advisors.
One map for everyone: what the client is doing, what you do, what MuchSkills does, and what moves the deal to the next stage. When you tell us where a deal is, use the stage names in the first column. The last column is how the stage appears in MuchSkills' pipeline, so we always mean the same thing.
| The buyer is... | You do | MuchSkills does | It moves on when | MuchSkills pipeline |
|---|---|---|---|---|
| 1. Recognising the problem | Spot a signal (see Who to sell to) and register the deal before you approach them | Accepts the registration within five business days, usually much sooner | The client agrees to a meeting | Not yet a deal |
| 2. Exploring options | Introduce us, book the meeting and brief us on the client | Runs discovery and a demo built around the client's problem | The client asks for a proposal | Not yet a deal |
| 3. Evaluating | Stay close to the champion and find out who else decides | Builds a tailored deck and the offer, and shares both with you first | The client wants proof, or moves to decide | Proposal sent, then In evaluation |
| 4. Testing | Support the pilot with the client | Runs the 100-user Proof of Concept | The pilot outcome is agreed | PoC running |
| 5. Checking risk | Forward IT, security and procurement questions to us | Answers security questionnaires and legal questions, with you copied | Security and legal are cleared | Legal and security review |
| 6. Deciding | Help your champion get sign-off | Agrees final terms with the client | The contract is signed | Final negotiation |
| 7. Going live | Stay close, and add your own services if agreed | Leads onboarding, or shares it with you | The client is live | Closed won |
Not every deal goes through every stage: many skip testing, and a small client may decide in the same meeting as the demo. What never changes: register first, bring us in before the demo, and let us build the offer.
Keep your deal protected: protection renews while you have documented contact with the client, so tell us what happened after each step.
Primary deal champions by segment:
The best MuchSkills conversations start with discovery, not pitching. The more you understand their actual situation, the more relevant your demo will be — and the easier the deal becomes.
Core rule: you talk 40%, they talk 60%.
Use the SPIN framework as a guide: start with their current situation, surface the problem, help them feel the real implication, then ask them to describe what "solved" would look like.