Ihnsight and visibility into how

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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.



4 Tips to Stay on Track The good news is that there are chile cell phone number listsimple ways you can gain 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). 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 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.