Every deal matters but some matter more.
These are the deals that can make or break your ability to hit quota. The ones that can determine your success – therefore you need to prioritize them. Ebsta can help you do just this.
1. How are the current top deals trending?
Go to the Opportunity Flowchart to identify these deals. Use the Opportunity Filter on the top right hand side of the chart. In the Filters tab you will be able to select the parameters of a top deal eg over $100,000. This populates the Flowchart with these deals.
From here you can see the breakdown of how your top deals are trending – whether they are won, trending up, idle, trending down, slipped or lost.
The deals that are idle, trending down or slipped are at risk. Plan next steps to make sure that these deals aren’t lost.
2. Have all stakeholders been recorded?
Select Insights and then Account Insights in the tab on the left hand side of your screen.
From here you can use the Account Filter to select the account you want to explore.
Scroll down to the Relationships Table to see a list of all contacts within that account – who are the influencers, decision makers and buyers. Select Relationship Map in the left top corner to see a visualization of all relationships.The map is 100% customizable and gives everyone within your organization an understanding of that accounts hierarchy.
You may notice that while you are engaging with a number of influencers on an opportunity there is no buyer recorded – this gives you actionable insights into the relationships you need to build to close the deal.
3. How do we plan to close this deal in this quarter?
You need clear steps outlined on how the deals in commit are going to be closed this quarter.
From here you can get an understanding of these deals and work out the next steps to ensure they close. Use Ebsta’s Deal Qualification Guide to ensure you are meeting the prospects requirements.
4. What are the triggers to close the deal in this quarter?
Forecasting accuracy is very important to your organization. One way to do this is to ensure your commit deals are definitely going to close.
Now scroll down to the Opportunity Flowchart. This populates the Flowchart with these deals. Inspect the deals to see which ones are likely to close and any steps that your rep can take to close them.
In order to understand the triggers you can use our Deal Qualification Guide. This will outline the decision criteria and decision process that will determine when the deal will close.
5. Which executives need to be assigned to support the deal this quarter?
Some deals may need more attention to close.
The Opportunity Table below will be filled with the opportunities that need to be prioritized to ensure they close. You can discuss with the reps what they think these deals need to close.
Use Ebsta’s Deal Qualification Guide to make sure that any opportunities that need support are provided with it.
6. Do we need to prioritize any resources?
Use the Opportunity Trend Chart to select slipped and trending negatively deals as these may need a helping hand.
The Opportunity Table below will be filled with the opportunities that need to be prioritized to ensure they close. You can discuss with the reps what extra resources they think these deals need to close.
Use Ebsta’s Deal Qualification Guide to make sure that you are covering your bases and have resources assigned to support deals.