Deal Velocity Can MAKE OR BREAK Your Sales Team!
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Episode Description
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Brief Summary
Sales strategies for evaluating tough customers using deal size and velocity.
Key points
- Sales Quadrant Framework. Learn how to evaluate sales efforts based on deal size and velocity.
Transcript
when it comes to sales how do you know whether closing a tough customer is worth the effort here's a framework for how to think about that this is a 2X two quadrant on one axis we have the deal size or ACV annual contract value the deal can be small or large and on the other axis we have deal velocity which can be fast or slow it's fine to be in the top left corner where you're doing lots of sales really fast of a small dollar amount or you can be in the bottom right corner where you're doing Enterprise deals which are large ACV deals but they take longer to close obviously if you can be in the top right where you're doing big deals fast that's
an amazing place to be but the one quadrant that doesn't work at all is when you're doing small deals slowly if you're in that quadrant you don't really have a business model you need to go back to the drawing board and work on either your product Market fit or figuring out your go to market model if you're going to do small deals you need to stack them up fast in sales it's all about getting to an efficient repeatable motion you got to make sure that the juice is worth the squeeze
