Unlocking High Close Rates
Randy Seidl
Board Member | CEO | CRO | Executive Recruiter | Sales Community Leader | Advisor | Consulting
In today's competitive sales landscape, increasing close percentages is key to gaining a competitive edge.
Every opportunity counts, and every percentage point in closing rates can make a huge difference to your bottom line
Phil Castillo shares his ideas on 'In-Quarter Close Plans'; a strategy designed to streamline communication, define roles, and keep track of key milestones to significantly improve your close rates.
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In-Quarter Close Plans
What the Idea Is: In-Quarter Close Plans
Why It Is Valuable: It increases close percentages and helps streamline communications, roles, and efforts.
How It Works: Build a straightforward internal close plan for strategic or larger opportunities. Define the opportunity name, type, revenue, and/ or average recurring revenue costs. Write a quick one-to-two-sentence description of the project. List the key stakeholders and their roles for your internal team as well as for the external customer/partner team and their roles. Then make a list of key milestones/actions, owners, and dates, and keep it constantly refreshed.
Some CRM tools have pieces of this, but having a simple form like this makes it easy to update and streamline your forecast and other internal conversations. It also provides a way others can provide feedback and show potential missing steps or things to care for in the deal closing.
While this is an internal document, it can be sanitized and used as a “JEP” (joint engagement proposal) to share with a customer for an ongoing agreement on key steps needed to complete a project/purchase.
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