Episode 19:

Need to increase your sales teams' close rates? Improve your opportunity review process to ensure that more deals close, faster!

About this Short Bytes episode

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
If you want help formalizing or improving your opportunity development and review processes, let me know. We can help you design an effective, comprehensive opportunity development/review framwork that ensures better forecasting, better pipeline size and shape, higher revenues and customer satisfaction.

To follow up, you can reach me on ⁠⁠⁠LinkedIn ⁠⁠or via the Acelera Group ⁠⁠website⁠⁠.

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