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Eric Holmen's avatar

This is gold. Thanks for the detail through and the additional layers (SMB, installium). Regarding 'pushed' deals - a metric I started watching was the: "Closed-Won, Previously Lost." In a well qualified sales pipeline, qualified deals slip/push/stall. But if they are qualified, there's a reasonable chance they come back. At one company, our "CW,PL" rate was 67% - meaning - 67% of the closed lost came back and were later closed won. At another company it was 52%. When we shared this with the sales org, it inspired the behavior of "the sooner I close-lost this slipped deal, the sooner I win it" and brought about a virtuous cycle of pipeline hygiene. It was also a nice test on the qualification rigor of the SAL.

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