16 min
19. Need to increase your sales teams' close rates? Improve your opportunity review process to ensure that more deals close, faster! The Thoughts on Selling™ Podcast
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- Management
While most people think of opportunity reviews as a necessary evil to build pipeline visibility, effective opportunity review sessions serve as a critical planning process to ensure timely deal closings.
Yes…a planning process. Good opportunity reviews identify unknown unknowns and action plans that dramatically boost close rates.
And a good platform for capturing those relationship maps and action plan tasks helps to ensure good organization and effective follow through. I mention ARPEDIO as a great example of a tech platform that fully supports these efforts, and account-based selling more broadly.
Here are a few lessons learned along the way:
Preparation should start months in advance, with the development of influence or relationship maps and hypotheses regarding business value, financial impact and stakeholder involvement
Getting the right people in the room, prepared with sufficient data and customer intimacy, helps to ensure an effective discovery and planning process
Given the many unknowns and increasing time pressures, the process must be bullet proof, and ideally, should be led by a trusted professional facilitator
To follow up, you can reach me on LinkedIn or via the Acelera Group website.
To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast website.
I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!
Thank you!
Lee Levitt
While most people think of opportunity reviews as a necessary evil to build pipeline visibility, effective opportunity review sessions serve as a critical planning process to ensure timely deal closings.
Yes…a planning process. Good opportunity reviews identify unknown unknowns and action plans that dramatically boost close rates.
And a good platform for capturing those relationship maps and action plan tasks helps to ensure good organization and effective follow through. I mention ARPEDIO as a great example of a tech platform that fully supports these efforts, and account-based selling more broadly.
Here are a few lessons learned along the way:
Preparation should start months in advance, with the development of influence or relationship maps and hypotheses regarding business value, financial impact and stakeholder involvement
Getting the right people in the room, prepared with sufficient data and customer intimacy, helps to ensure an effective discovery and planning process
Given the many unknowns and increasing time pressures, the process must be bullet proof, and ideally, should be led by a trusted professional facilitator
To follow up, you can reach me on LinkedIn or via the Acelera Group website.
To provide feedback on this podcast or to suggest additional topics or guests, please visit The Thoughts On Selling™ podcast website.
I would appreciate your sharing this podcast with one or two coworkers or peers. And I would very much appreciate positive reviews on the Apple podcast site or wherever you get your podcasts. Positive reviews help others to find this podcast!
Thank you!
Lee Levitt
16 min