Use Deal Velocity to Adapt Strategy | Pipeline Performs

State of affairs 

Mine the precious info held within the inboxes and calendars of your customer-facing representatives in gross sales, account administration and buyer success. Seize contacts and populate them in your CRM, together with all related exercise, together with calls, emails, and conferences. Then analyze that exercise and apply an engagement rating to contacts, accounts, and alternatives.

Engagement scores based mostly on the amount and frequency of inbound and outbound emails, conferences, and calls assist to gauge deal velocity. By monitoring and scoring this exercise, you’ll be able to determine offers which are slowing in velocity and re-engage with AEs and SDRs to get the deal transferring once more. If a deal is accelerating, you’ll be able to lean in to shut it.

Triggers

• Improve or lower in engagement rating
• Time caught in gross sales stage 

Motion 

• Electronic mail to schedule extra assembly