Insights to Action: How do you assure during long sales cycles that cognitive bias won’t lead you astray, and you stay tightly engaged with the best fit deals? Conversation analytics, ongoing discovery, and “Breakthrough or DQ” criteria can help.
Scenario: You have 20 mid-stage deals in the pipe, you need 2 to close by the end of the month, but you’re not sure how to compare and prioritize all 20 opportunities. Consider 4 ways to inspect your pipeline process, engage in ongoing discovery, and increase C/W in 2019.
Sync Conversations to Pipeline
How you structure calls, capture data, and record opportunities is now just as important as how many calls you make. Syncing conversations with specific pipeline stages can lead to shorter sales cycles, and better forecasting. Correlating conversation analytics to pipeline analytics is also very useful for new reps who need to ramp up quickly.
RSVP now to correlate conversations to pipeline with Andy Paul & Joe Caprio live on Jan 09.
Avoid the Discovery Plateau
When deals stall, and lacking clear intent signals, reps who start “checking in” tend to start pursuing bad deals. Staying engaged with key decision makers between meetings is an ongoing discovery skill. Authors Sorey and Bray use the Triangle Selling velocity P.L.A.N. to keep their discovery ongoing, and proactive DQ criteria to stay focused on best opps.
Read Triangle Selling Amazon reviews, and pages 95-96 to apply the velocity P.L.A.N.
Discovery : Breakthrough or DQ
Stalled deals leading to No-Decision or C/L occur more than 50% of the time in B2B sales. Negotiating principles can help Breakthrough or DQ (disqualify) with specific questions, scenarios, and DQ criteria to isolate which deals are more inclined to win. Breakthroughs can move deals beyond the discovery plateau, else DQ to pursue better opps quicker.
RSVP now to “Breakthrough or DQ” with Tom Williams & Kevin Greene live on Jan 16.
Streamline the Pipeline
Ready to transform an outdated, incomplete, or unwieldy pipeline? Consider using less stages, adding significant criteria, and using risk factors to stress-test your deals. Risk factors are an effective way to increase the accuracy of your forecasting.
To learn more about modern pipeline assessments, visit the new OutboundEdge.com
About SalesStack 2019
SalesStack is a messaging hub for lead velocity, sales engagement, coaching, pipeline process and analytics. With proper assessments, notifications, and bottoms-up analytics, modern pipelines can now serve as real-time revenue dashboards.
Click here to join SalesStack, and may we all have a Prosperous and Productive New Year!