10 min
Perform Deal Reviews to Prioritize the Best Quality Deals - Mark Tanner, Jonathon Blackburn, Kendra Berner - Revenue Today - Episode # 068 Revenue Today
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- Business
Today, we welcome a fantastic panel of guests to share their insights and experiences on performing deal reviews during a downturn. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
Once you know how and where you win, the next question you need to answer is how much pipeline do you actually need to hit your goal and quota? Perform deal reviews to prioritize the deals that have the best chances of winning and ensure the right timing exists. Avoid the scarcity mindset which is a kneejerk reaction during downturns.
Takeaways
The answer is not always more pipeline. You need to prioritize the deals with the best possible closing and ensure your leads are quality leads.
Perform deal reviews with your team to determine which deals are most likely to move forward and convert.
Quote of the Show
"Thinking about in your pipeline, where are your strongest champions and the best business case, and really ensuring that the right timing exists to change, instead of saying things like sticking with the status quo or no change actually happening." - Kendra Berner
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
Today, we welcome a fantastic panel of guests to share their insights and experiences on performing deal reviews during a downturn. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
Once you know how and where you win, the next question you need to answer is how much pipeline do you actually need to hit your goal and quota? Perform deal reviews to prioritize the deals that have the best chances of winning and ensure the right timing exists. Avoid the scarcity mindset which is a kneejerk reaction during downturns.
Takeaways
The answer is not always more pipeline. You need to prioritize the deals with the best possible closing and ensure your leads are quality leads.
Perform deal reviews with your team to determine which deals are most likely to move forward and convert.
Quote of the Show
"Thinking about in your pipeline, where are your strongest champions and the best business case, and really ensuring that the right timing exists to change, instead of saying things like sticking with the status quo or no change actually happening." - Kendra Berner
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
10 min