S2: Ep 16 – Brainstorming Late-Stage Sales Opportunities

This show was released on April 27, 2023. To watch the show on demand, visit the show page here. To see all our audio and video content, check out our free streaming service, Square 2+.

In this episode of What’s Wrong With Revenue?, we’re going inside a weekly revenue team meeting with special guest Kade Wilcox, senior engagement strategist at Square 2. We’re focusing on one of the most interesting and unique aspects of a revenue generation system – the opportunity review section.

Every week during your weekly revenue team meeting you should carve out time to look at deals in the late stages of your sales process and, deal by deal, review what can be done to get those deals to close.

Don’t just focus on new business. Put an equal amount of time into new business from current customers and what needs to happen to get those deals done.

What you’ll find is most of the ideas that come out of these sessions will help you refine and upgrade your general sales process so that you can apply good ideas to every opportunity. You’ll learn how beneficial it is to collaborate with others on your team and how critical it is to align marketing and sales.

This is valuable time, as it’s going to quickly and efficiently create a sales process that shortens the sales cycle and increases the close rate. Doing this weekly will help you hit your sales goals every month.

Brainstorming ways to get deals over the finish line provides a consistent way to focus your team on closing deals and closing them faster. Revenue is a team game. A single individual rarely closes a new customer. Prospects are looking for an experience that makes them feel special, valued and important. 

In this episode, we cover how to lead a revenue review conversation, who leads this meeting section and who attends it. We discuss how detailed you should go and how many opportunities you should review during one 90-minute meeting.

We wrap up the show by discussing the goals of having a session like this and the value it can bring to your company. Documenting the actions to get deals closed and assigning out to-dos creates habits, consistency and accountability for the entire team.

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