While it might be tempting to cast the net wide and reel in every opportunity. Paradoxically, it’s better to narrow your team’s focus and go forensic, not far and wide. Look at your historical sales data, team performance, and really internalize which types of customers can get the most value from your solution during times like these. Then, double down on them (and yes, to the exclusion of others).
Related video: Stop Wasting Time on Bad Fit Customers!
After I had this very discussion with a client who provides network infrastructure software to managed IT service providers, one of their sales reps decided to embark on a ruthless pipeline cleanup. He cast off his “happy ears,” took an objective look at his book of business, identified the customers who were spending too long in discovery, and cut down his opportunity roster from 300 to 75. He focused on the opportunities that really mattered and reported back to me the very next month, completely amazed. “My results were instantaneous!” he said.
“I focused my attention on buyers who showed higher degrees of initial intent, and the result: I hit 304% of my quota last month!”
The trend continued into the subsequent months as well.
The good news is that there are simple ways you can uae telegram data gain insight and visibility into how efficiently you are qualifying bad-fit customers out of your sales cycles and promote higher degrees of focus.
1. Figure out where YOU stand
To understand how you’re doing in your quest to lose faster…
Login to your CRM
Run a report that tells you how long you’re spending in the Discovery phase of sales cycles for deals you end up losing
Run the same report for the deals you end up winning
Calculate the ratio of those average time frames (i.e. #2/#3).