// Sales
Mutual Action Plan
Also known as MAP · Close Plan · Joint Execution Plan
A shared, dated checklist of steps and owners, buyer and seller, from now to signature and go-live.
In depth
The MAP (sometimes GPCT, close plan, joint execution plan) is the single most reliable forecasting artefact in complex sales. If the buyer edits and returns it, the deal is real. If they won't engage with it, the deal isn't.
Related terms
Forecast
The bookings number leadership commits to the board for the current period, a range, a confidence, and the judgment behind it.
MEDDIC
A B2B qualification framework: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion.
Champion
An internal advocate inside the buying org who sells the deal when you are not in the room.