Thanks for coming to our recent customer event!
As promised, here are tips to help you leverage Deal Insights to devise a blueprint for deal success and increase predictability in your pipeline.
- Multithread early with prospects to give AEs the ability to strategize and increase team selling
A sign of a healthy deal is seeing that a rep is in touch with multiple contacts at a company. This multi-threaded approach helps to mitigate risk if your main contact gets promoted, leaves the company, or for any other reason is no longer part of the buying process.
This strategy also helps to ensure that you build a base of influencers, including anyone who will have an input in the decision making process. Winning deals typically have multiple champions at the prospect.
Gong’s Engagement Map allows you to see who your reps are in touch with on active deals, and how often they are connecting to make sure you are on top of your outreach!
- Ensure Reps are working with enough of the RIGHT contacts
Understand how the number of contacts on the deal affects your win rates. Is there a minimum number that you should aim for every deal? This can vary depending on segment, with upmarket deals requiring more touchpoints.
When determining the health of a deal, taking into account who a rep is in touch with is a key factor. A deal can have frequent communication, with concrete next steps scheduled, and may still be at risk.
If reps are not in touch with the right people, the decision-makers, then the volume of touch-points yields little impact.
Gong not only allows you to see the number of touchpoints a rep has had with an account, it also shows you who your rep has engaged with. Armed with this knowledge, a deal that could have been at risk becomes an opportunity to guide your rep on how to reach the right level of contact in the right team.
- Power in Deal Matters and varies by segment
Director, VP, or C-level? See how having powerful stakeholders on your deals compares to having no power on your deals. Find out who you need to engage in your deals to increase your win rates. Again, this will likely vary by segment!
- Strategically Leverage Warnings so Risks come to you
Take the guesswork out of identifying risk by customizing risk warnings based on your company’s deal insights. Deal warnings are the best way to spot risks early on without inspecting every deal. You can set the threshold for each warning on each deal board and adjust them to match your sales cycle and the goal for that board. Learn more about deal warnings.
Missed the event? Catch up by watching the magic unfold on replay, in the Gong Academy or below.
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