Top-performing revenue teams are looking to close more deals, and they are looking to close each deal faster. Knowing what to do, and when to do it, is crucial in accelerating revenue.
Smart Next Steps
The mantra of many great sales leaders is “time kills all deals”. Knowing who to engage next, and which deals to act on, and how to keep many deals in the air simultaneously is key to success. Keeping these ‘next steps’ in one’s own head is challenging, especially when managing dozens or hundreds of deal cycles. Better to have autonomous deal intelligence keep track of each deal and guide you to the best possible next step in engaging the account.
Never Take a Step Backwards
Fixing a mistake in a deal is far harder than avoiding the mistake in the first place. When the deal goes cold because a ball has been dropped, or a rep failed to stay in touch, it will take tremendous effort to get the deal back on track. Avoid all those mistakes by being alerted when risks arise. Keep deals moving forwards, never backwards.
Focus Your Time Intelligently
Not all selling time is equal. Focusing on deals that are most likely to respond to your efforts is key to keeping deal velocity high. Having your team know which accounts need selling effort on each day of the quarter is key to keeping deal velocity high. If your team’s time is focused optimally, your deal velocity will be maximized.
Navigate the Buying Committee
The right buyers can get deals done quickly. The wrong buyers will waste your team’s time. Understanding who your team is engaged with in the buying committee, and (more importantly) who they are not engaged with, but should be, is key to making sure each deal moves forward as quickly as it can. Connect with the right buying execs on each deal, and you will maximize your overall deal velocity.