The Power of Republishing Articles to Drive Traffic and Lead Generation

[shishir.seoexpert1]

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).
If the answer to #4 is greater than 1, move on to the steps below. If it isn’t, congratulations! You’re in good shape.



2. Measure your “losing efficiency”
While many leaders tend to measure gambling data vietnam the length of time it takes to win a deal, it can also be very helpful (although counterintuitive) to measure your “losing efficiency” as well.

One of my friends is a senior sales leader at e-commerce giant Shopify. She shared with me that, as part of their focus on sales execution and continuous improvement, they measure a statistic called “Time to Lose” or TTL. By incorporating statistical standards for how long an opportunity should be open before it either moves up or out of their sales pipeline, they are more easily able to maintain an objective view of the efficiency of their sales team.



3. Take off the “happy ears”
Many cognitive biases cause sales reps to spend more time losing deals than winning them. Among them, confirmation bias (AKA: “Happy Ears”) is one of the most common. Confirmation bias is the tendency to search for, interpret, favor, and recall information in a way that confirms or strengthens one’s prior personal beliefs or hypotheses.