Post by account_disabled on Jan 4, 2024 3:56:14 GMT -5
Product and those who have changed their mind What was the decisive factor in your losing a deal to a competitor or being able to prevail against them What were your best and worst moments last year Can you identify any specific phrases or best practices that have always worked regardless of the type of deal The more you look at your own successes and failures the more accurately you can determine what works and what doesn t Create a checklist for your personal don ts It can also be helpful to analyze and question your own way of working in more detail.
For example consider B year Take your calendar back and see how these months turned out Maybe you simply took on too many meetings during this period or didn t take enough time to look for potential new customers Record these types of bad decisions and add them to your list This will then always remind you to avoid C Level Contact List similar mistakes later Declutter your pipeline A bloated pipeline leads to artificially high forecasts and lulls you into a false sense of security For example there may be deals in your pipeline that are almost certainly not going to close perhaps because a deal has been on hold for six months or because an interested party is demanding a disproportionate discount.
Remove deals like these from the pipeline to get a more realistic picture of your current situation Interview prospects you lost to a competitor You should conduct surveys of this type approximately once a quarter Just ask all interested parties who ultimately decided on a different provider last year how satisfied they are now A year later is a good time to do a survey like this as buyers have had enough time to fully implement the product and already have ROI figures Plus you ve already formed an opinion about the product and may even regret your decision If they tell you they are happy.
For example consider B year Take your calendar back and see how these months turned out Maybe you simply took on too many meetings during this period or didn t take enough time to look for potential new customers Record these types of bad decisions and add them to your list This will then always remind you to avoid C Level Contact List similar mistakes later Declutter your pipeline A bloated pipeline leads to artificially high forecasts and lulls you into a false sense of security For example there may be deals in your pipeline that are almost certainly not going to close perhaps because a deal has been on hold for six months or because an interested party is demanding a disproportionate discount.
Remove deals like these from the pipeline to get a more realistic picture of your current situation Interview prospects you lost to a competitor You should conduct surveys of this type approximately once a quarter Just ask all interested parties who ultimately decided on a different provider last year how satisfied they are now A year later is a good time to do a survey like this as buyers have had enough time to fully implement the product and already have ROI figures Plus you ve already formed an opinion about the product and may even regret your decision If they tell you they are happy.