Iannarino

DECEMBER 14, 2023

Discover the secret to transforming your sales approach and standing out in a competitive market by mastering the art of value creation.

Sales 293

Sales 293

SalesLoft

MAY 13, 2024

Trend 1: Discussing timing is critical in early conversations When there are timelines or time-window mentions as part of an early stage discovery meeting, win rates trend upwards by as much as 14%. Here we’ll take a deeper look at two trends we found. When is your current contract up?

Contract 52

Contract Drivers/motivators Meeting Follow-up 52

Understanding the Sales Force

MARCH 7, 2023

If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be? There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:

Electricity 112

Electricity Closing Sales Consult 112

Understanding the Sales Force

JANUARY 9, 2024

Take a page out of our Vet’s approach to repeat business and you will surely improve your win rate. Image copyright 123RF The post How Our Veterinarian Can Help Improve Your Win Rate appeared first on Kurlan & Associates, Inc.

Repeat business 77

Repeat business Price Conversion Sell 77

Understanding the Sales Force

JANUARY 9, 2024

Take a page out of our Vet’s approach to repeat business and you will surely improve your win rate. Image copyright 123RF The post How Our Veterinarian Can Help Improve Your Win Rate appeared first on Kurlan & Associates, Inc.

Repeat business 62

Repeat business Price Conversion Sell 62

PandaDoc

APRIL 3, 2023

Therefore, capitalizing on each opportunity in the most effective way possible means directly increasing the success of your conversion rate. This is because deals with a high total value typically have shorter sales cycles and lower success rates. A risky deal can ruin your pipeline health and slow down your sales performance.

Pipeline 98

Pipeline Legal Quota Sales 98

Iannarino

MARCH 25, 2023

Only thirteen percent of customers believe a salesperson can understand their needs.

Customers 259

Customers Prospecting 259

Partners in Excellence

JANUARY 17, 2022

I wrote, Win/Loss Analysis–Are You Learning As Much As You Should? As I mentioned in that article, I continue to be amazed by how casually we treat win rates and how little we understand what causes us to win and lose. What are the people with 50% win rates doing differently than those with lesser win rates?

Quota 67

Quota Pipeline Prospecting Consult 67

Force Management

APRIL 29, 2021

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. Review each episode below, and encourage your sales reps and managers to listen in.

Price 79

Price Closing Sales 79

Force Management

FEBRUARY 23, 2022

Whether you've recently launched a sales initiative or are simply looking for ways to support your sales team as the quarter progresses, one thing is certain — you've got numbers to hit.

Launch 133

Launch Closing Sell Sales 133

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing.

Technique 104

Technique Pipeline Sales Follow-up 104

SaaStr

MARCH 30, 2021

A very high close rate sounds great. Few things will demotivate your sales team more than a very low win rate. But a low win rate is, if nothing else, clearly an opportunity. A 10% win rate for example certainly means you are losing 90% of deals … but it also means you are getting invited into a ton of deals.

Growth 116

Growth Closing CRM Engineering 116

Partners in Excellence

APRIL 12, 2022

As I start peeling back the numbers, reinforced by data from the research firms, I start seeing win rates at 20% or less! We’re winning fewer than 5 deals we qualify! Why aren’t we seeking to drive much higher win rates? I suspect much of the reason is it’s really tough work to improve win rates.

Pipeline 68

Pipeline Pitch Start-ups Product 68

Sales Hacker

FEBRUARY 17, 2021

As my product knowledge increased and selling skills became more polished, I felt I could really own the deals in my pipeline – proving to myself that I could win deals solo. Let’s just say the win rate was far below what we expected. The right “blended” action plan can predicate whether you win or lose the deal.

Sell 121

Sell Contract Pitch Up-sell 121

Sales Hacker

APRIL 12, 2021

But according to our data, when any objection was brought up by the prospect, the deal won rate went up by almost 30%! In fact, when the budget came up as an objection, the deal lost rate went up by 79%. When budget was mentioned, the deal won rate was also affected – but positively. Self-limiting belief alert! Guess what?

Trust 129

Trust Up-sell Prospecting Drivers/motivators 129

SaaStr

JANUARY 20, 2022

Q: Sales team has a 7% win rate over last 6 months. Not to be too much of a Pollyanna — but a 7% win rate isn’t all bad. A 7% win rate certainly means you are losing 93% of deals … but it also means you are getting invited into a ton of deals. That alone can increase your close rate 50% at these levels.

Sales 98

Sales Growth Closing Engineering 98

Highspot

JANUARY 10, 2020

The report found that organizations that established and tracked enablement metrics achieved higher win rates and ROI. The post Enablement Metrics Increase Win Rate, Report Finds appeared first on Highspot. In their recent Sales Enablement Analytics Report, Sales Enablement Pro echoed a similar sentiment.

Drivers/motivators 105

Drivers/motivators Product Closing Sales 105

Partners in Excellence

DECEMBER 7, 2021

I get into a lot of conversations with sales people and leaders about winning business. Win rates are too low, I ask people what they think they need to do to increase the win rate. The more narrowly we focus, the more impactful we can be and the better our win rates. Related Posts: We Need More Wins!

Start-ups 68

Start-ups Price Up-sell Conversion 68

Membrain

APRIL 17, 2022

We struggle to hit our goals, make our numbers. Every year, we see decreases in % of sales people making their goals. At the same time, our solution to try to make our numbers is driving increases in volumes and velocity.

Sales 152

Sales 152

Gong.io

DECEMBER 10, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. Because let’s be honest, if getting DMs on calls was easy, your win rates would be higher than Slack’s recent purchase price (congrats y’all!). Here’s how selling to—or neglecting—DMs affects your win rates.

Sell 118

Sell Pipeline Up-sell Closing 118

SaaStr

NOVEMBER 17, 2019

And after all the good news, I’ll hear, “And we win almost every deal.” A high win rate does keep you very capital efficient. >> If there’s any sign you aren’t pushing hard enough, or marketing enough, or just plain not getting out there enough, it’s a perceived 90%+ win rate. . >>

Niche 77

Niche Start-ups Closing Presentation 77

Partners in Excellence

JANUARY 9, 2020

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” I win deals when I wear my blue suits. To be fair, I also win deals when I wear my grey suits. My winning should skyrocket!

Customers 62

Customers Sales 62

Membrain

OCTOBER 30, 2022

Isn't it awesome when you learn about new tricks your computer, phone or software can do that you weren't previously aware of? I've been using a number of new widgets on the home screen of my iPhone 13 and I love how quickly I can get or enter information!

Sales 130

Sales 130

Hubspot

OCTOBER 26, 2020

Of the many sales metrics that businesses track, none is scrutinized more closely than the prized win rate. When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers.

Objectives and Key Results 91

Objectives and Key Results SQL Sales Prospecting 91

Iannarino

APRIL 9, 2024

As your win rates increase, and your team’s ability to win deals also increases, you can add additional opportunities without the cost of the waste of using your team’s time and energy that produces only wasted opportunities.

B2B 263

B2B Sales Product 263

Miller Heiman Group

FEBRUARY 11, 2019

Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. While the win rates for sellers considered an “approved vendor” was just 40 percent, that number leapt to 60 percent for those considered a “trusted partner.”.

Referrals 96

Referrals Strategize Clients Technology 96

JBarrows

OCTOBER 14, 2021

Ingram hosts “Proven Sales Tactics to Help You Increase Your Win Rates up to 25%” SPONSORED BY PROLIFIQ.AI The post WEBINAR: Morgan J. appeared first on JB Sales.

Sales 95

Sales 95

Membrain

DECEMBER 13, 2017

Year after year, study after study, the data confirms that a buyer aligned sales strategy improves win rates, quota attainment, and overall sales performance. For instance, this CSO Insights study indicates that the implementation of a formal or dynamic buyer alignment improves win rates from 40.5% (for no alignment) to 53%.

Quota 87

Quota Clients Sales Process 87

SalesHood

SEPTEMBER 7, 2021

With the sales enablement market maturing there's a growing focus on proving value, quantifying impact, and yielding the outcome and sales win rate we expect. Even though companies heavily focus on win rate, the reality of current sales performance is outcomes are still far below expectations.

Sales 52

Sales 52

SalesLoft

SEPTEMBER 30, 2021

Designed to predict win rates based on 30+ factors, Deal Engagement Score applies an advanced machine-learning algorithm to assess deal health. . In an analysis of more than 8,000 opportunities across 22 Salesloft customers, we found that win rates are 8x higher for deals with high engagement scores than deals with low scores.

Pipeline 52

Pipeline Inside sales Quota Closing 52

Iannarino

MARCH 5, 2024

Maximizing Sales Success: Understanding and Reducing the Error Rate in 2024 It is crucial for a salesperson to know their win rate. If you are a sales leader or manager, you should be aware of your team's average win rate, as well as each individual’s win rate.

B2B 166

B2B Pipeline Sales 166

Iannarino

FEBRUARY 28, 2024

It is impossible to identify anything more important than increasing sales win rates. Over the last 12 months, what was the increase in your average win rate? Every improvement in win rates improves your sales force’s ability to reach their goals and increase their quota attainment.

B2B 200

B2B Objectives and Key Results Pipeline Sales 200

Highspot

APRIL 17, 2020

When created and delivered properly, sales collateral produced by product marketing is highly visible, widely adopted, and produces quantifiable results in the form of win rate increases. Three types of collateral in particular are especially valuable in helping salespeople improve their odds of winning deals. Save your spot.

Product 52

Product Sales CRM Drivers/motivators 52

Iannarino

JUNE 28, 2023

If you want to measure your sales effectiveness, look at your win rate. The higher your win rate, the more effective you are. The lower your win rate, the less effective you are. There is nothing more important for a salesperson than sales effectiveness.

Sales 262

Sales Contact Conversion 262

Partners in Excellence

APRIL 25, 2024

What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? The company with a 50% win rate needs 100 deals in their pipeline. The company with a 20% win rate needs 250 deals in their pipeline.

Pipeline 111

Pipeline Prospecting Closing Process 111

Iannarino

NOVEMBER 1, 2022

The close rate, also called the win rate, is a common statistic for measuring sales effectiveness. The average close rate for outside sales professionals is commonly identified as 40 percent. Other statistics suggest all salespeople combined have a close rate of less than 20 percent.

Closing 281

Closing Government Outside Sales Sales 281

Partners in Excellence

APRIL 18, 2024

” This one reported on research on win rates. It reported win rates declining from 2022 to 2024 from 23% to 19%, with win rates for deals with ACV over $100K declining from 18% to 16%. But the conversation around these win rates did not display the alarm that one would expect.

SQL 115

SQL Quota Presentation Prospecting 115