Prioritizing deals is important for B2B sales teams. One of the great features of CRMs is deals. That deal page provides so much information and really increases the visibility of your opportunities. You can usually see the company, close date, revenue, stage, when the last task was completed, and when the next task is planned.
Your CRM may call them deals, funnels, opportunities, possibilities, or something else. It doesn’t matter what you call it — what matters is what you do with the information. Here are a few tips on prioritizing deals.
When They Close
The opportunities that are closing the soonest should be prioritized. The key is to understand the next steps for both your organization and the customer. Make sure you are checking what is left to do, confirming the revenue amount and close date, and understanding what is needed for onboarding.
The farther down your funnel a deal is, the less there is to do and the quicker it should close. There may also be deals that need to close by certain dates based on customer availability or funding cycles. These should be watched closely, because if you miss the timeline, the deal may go away.
My first full-time job in sales was in Ottawa, working with government clients. Funding could vanish if it wasn’t used by March 31st.
Revenue
Not all deals are equal. You may have some deals that are worth four average deals. Often, the work needed to close a large deal can be the same as a medium or even small deal. When prioritizing deals, you should put extra focus on larger opportunities. Stay close to these deals to ensure there aren’t any surprises.
Strategic
Some deals may be more strategic than others. This could include industry leaders or well-known companies. Winning these deals can be promoted and leveraged to help you secure more meetings and uncover new opportunities. You may even target these companies through outbound efforts, even if the immediate revenue is lower than other opportunities.
Make sure you are focusing on next steps and keeping your deals on track.
If you want to talk about sales strategies and tactics to help you find and close more deals connect with me.
