Which deals to push this week
quarter end is near. Which deals are worth pushing, and why do we lose the ones we lose?
You are
Rachel Dunmore, Sales Manager at Aurora Components.
The situation
quarter end is near. Which deals are worth pushing, and why do we lose the ones we lose?
The pipeline, lapsing quotations and lost reasons sit in three places. Here you ask.
Step by step
Each step as it looks in the demo installation, on Aurora Components (Demo).
Open Dynocortex → Chats and ask
"Which quotations are about to lapse, and which deals should we push before quarter end?"
Ask
"Why do we lose deals, and to whom?"
Open CRM → Sales Pipeline Analytics and Selling → Lost Quotations from the answers. For the companies behind the leads, open CRM → Prospect.
What a good answer contains
- The open opportunities by stage, from Prospecting to Value Proposition, with their amounts.
- The open quotations close to their valid-till date, and the ones already revised.
- Why deals were lost: projects cancelled, lead time, price, staying with the incumbent supplier.
- Who won them: Gridpoint Wholesale, Northline Distribution, Allied Electric Supply.
- Note: the Executive doesn't read leads or prospects, which hold people's contact details. Open them yourself: CRM → Lead and CRM → Prospect.
What the full product does beyond the demo
The Executive reviews the pipeline each week and drafts the follow-up for each deal at risk, for the salesperson to send.
Answers are worded afresh each time, so yours will read differently. The demo company is made up, and its data goes back to the start every night.