Thoughts on Selling™

If your team is focused on greenfield, you are running out of time to move new accounts through the selling (and buying!) process.

It’s also unfair to ask hunters to continue to work on accounts unlikely to close until next year, when comp and territories will be different.

Shift the team’s energies from early stage opportunity pursuit to those already in discovery. You can circle back to those early stage accounts later in the year as the the volume of prospects declines, or get back to them early next year. If they had a pressing need, they’d already be in discovery!

Focus on identifying and engaging with the economic buyer, mapping the decision criteria and process, and developing a mutual action plan to accomplish all the tasks necessary to get to close/won.

Conduct opportunity reviews to de-risk deals. You’ll identify what actions need to be taken on each deal, and you’ll figure out which deals are solid and which reps are blowing smoke. Your forecast calls will be less painful and more fruitful.

With this focus on developing and closing in Q3 and Q4, versus hunting and finding, you are much more likely to meet/exceed quota expectations for FY23.

You can thank me later. 🙂

By the way, if you don’t currently conduct opportunity reviews, and would like assistance in implementing/facilitating them, let me know!

Lee