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Fix It, Don’t Risk It: Tactics to Spot Deal Risk

Fix It, Don’t Risk It: Tactics to Spot Deal Risk

Buying that Peloton mid-pandemic when you haven’t biked in years? Risky move. Take a bet on risk in your personal life, but not on closing your deals. 

From large amounts of data to identifying deal failure triggers, spotting risk in each phase of the sales process is notoriously difficult - but it doesn’t have to be.

Our panelists chatted about ways to leverage AI in order to sift through the signals and data in order to remove blockers and close the deal. They provided tactics to help you spot risk effectively and quickly.

A huge thank you to Chorus for sponsoring and to Richard Harris, Marc Belgrave, and Randy DeHaan for participating as panelists!

Topics

  • How to identify triggers in each stage of the sales process that block deals

  • Sifting through data to help identify risk

  • Running an effective deal review that gets you results

  • The role of the "voice of the customer" in spotting risk and closing deals

Key takeaways

  • Richard: Make sure you ask the questions that need to be asked of your reps in order to find the real answer.

  • Marc: Look through an unemotional lens when looking at your sales process; it needs to point to the key levers in the sales process.

  • Randy: It’s important to be objective and have intent when you start to review your deals and prep your people - practice like you play.

  • There is a difference between a demo and a product training - a demo is not meant to be a how-to guide.

  • CXOs want to talk about economic impact and not technical impact. They shouldn’t be looking at your slides for more than six minutes.

  • Purchasing is always emotional - don’t forget it’s about how the product feels for the customer, not how it looks.

Resources

Check out this data from Chorus as referenced by Randy during the panel!