Every Deal Needs a Map: The 3P Framework for Sales Success

Holly Bossert
Aug 26, 2025
3 min read

In sales, winging it is never a strategy, it’s a gamble. Top-performing sales professionals know that a structured, intentional approach turns potential leads into signed contracts. That’s where deal mapping comes in. This week’s Sales Sermon delivers a key insight that can change the trajectory of your pipeline: every deal needs a map.

Whether you're managing a complex enterprise sale or guiding a small business owner to a solution, you need clarity on three core categories to close with confidence: Power, Priority, and Path.

Let’s break that down.

What is Deal Mapping?

Deal mapping is the process of strategically outlining every component of a sales opportunity to avoid blind spots, delays, and surprises. Instead of chasing leads with vague hope, you approach each deal with a precise action plan.

At the heart of this process lies the 3P Framework: Power, Priority, and Path. Mastering these elements means mastering your sales outcomes.

The 3P Framework: Power, Priority, and Path

1. Power: Who Holds the Decision-Making Authority?

If you’re not talking to the person who signs the check, you’re just gathering information.

Power refers to the decision-makers in the buying process. You must identify:

Who approves the budget?
Who will use the product or service?
Who influences the final decision?

Use tools like LinkedIn Sales Navigator or ZoomInfo to research organizational structure. Ask direct questions during discovery calls such as, “Who else needs to be involved before a decision is made?”

Without identifying Power early on, your deal risks dying in limbo.

2. Priority: Why Now?

You may have the perfect solution, but if the customer doesn’t feel an urgent need, the deal stalls.

Priority is about timing and motivation. Ask yourself:

What problem are they trying to solve?
Is there a deadline tied to their pain point?
What happens if they delay a decision?

If the need isn’t immediate, the deal won’t move forward. Uncovering urgency through strategic questioning can help elevate your solution from "nice to have" to "must have."

Use customer research to gather intel on why similar companies are buying now.

3. Path: What Are the Next Steps to Close?

Once you’ve identified the decision-maker and confirmed urgency, you must define the Path to close. This is where many deals get lost due to vague follow-ups or unclear next steps.

Ask:

What steps need to happen before we move forward?
Are there legal, procurement, or budgetary gates?
What does a win look like on your end?

Create a mutual action plan (MAP) that outlines each step with dates and responsibilities. You can use Trello or Notion to keep track of tasks and collaborate with stakeholders.

Why Deal Mapping Matters More Than Ever

In today’s competitive market, B2B buying cycles are longer, with 6.8 people involved on average in a typical decision. The more complex the sale, the more critical it becomes to map your process clearly.

When deals drag on, sales leaders lose forecasting accuracy, reps waste time, and buyers get frustrated. Deal mapping helps avoid all of this by ensuring alignment at every stage.