Effective Ways to Maintain Deal Health

Staff WritersB2B Database & List ServicesB2B technologyPrice Optimization & Revenue Management

By Paroma Sen On Aug 24, 2022

Is it time for your sales team to have better visibility into open deals to improve how high risk deals can be saved?

One of the good things about a well thought-out salestech stack and one that is integrated well into other martech-salestech platforms is that it can allow sales teams to empower their revenue goals while allowing leaners teams the ability to scale outreach and sales output with fewer human resources.

So what can sales leaders and sales managers at the helm of any revenue generation or sales activity do better to drive their overall ROI? One key fundamental lies in using the right sales intelligence to improve visibility into existing open deals and streamlining processes to save the most at-risk deals in the pipeline.

Every open opportunity matters in sales. The right business intelligence and salestech can allow sales teams to ensure they don’t lose out on missed opportunities.

Here are a few ideas that can help your B2B sales team:

Evaluate the Need for a Comprehensive Revenue Intelligence Solution

AI powered revenue intelligence solutions can enable sales teams to identify problems with existing deals while also indicating what can be improved in that particular sales conversation with the account to drive more impact. Deeper real-time insights into what could be improved and what needs to be said based on past conversation indicators can also allow sales managers to give the right tips and guidance to their sales reps to get them to bring open deals back on track with the aim of driving them to a successful closure.

Using Sales Intelligence to Identify which Deals to Focus on and Move Ahead

Most B2B marketing and sales teams drive outreach initiatives with ‘’bulk’’ in mind. Amid this process, there can often be too many open conversations to assess. The right revenue intelligence solution or sales intelligence can allow salespeople and sales managers more insights into which deals can be or rather, should be focused on and moved forward in the overall sales cycle.

Prioritizing deals based on relevant insights can save the time and efforts of sales people who are largely already burdened with handling long B2B sales cycles and far too many open conversations at a time.

Using the Right Deal Scoring Methodology

Some tools like Deal Health by Outreach allow sales people to score their open deals, thereby allowing them to better assess whether certain deals can be moved forward or not. Deals with higher scores can then be put into a priority bucket making it easier to understand what next step needs to be taken or how to streamline the next automated campaign.

B2B sales people can identify different deal scoring methods that suit their existing marketing-sales processes and initiatives. Aligning this step to overall brand marketing initiatives can further help sales people to build a more robust process that allows them to use parallel messaging to stay atop their prospect’s mind while trying to drive that needed impact.

Identifying Which Deals Need Attention at an Earlier Stage in the Cycle

Often times, sales people can lose out on opportunities because the right rectification measures are not taken in time. Did a prospect want discounted pricing? Are they looking for a more customized offer or solution?

When sales teams run campaigns and outreach at scale with their sales automation, it can be easy to miss these signals. With the right revenue intelligence or salestech tool that suggests corrective measures at the right time, salespeople can save a deal and use the right conversation trigger to try and drive a successful closure.