Opportunity Management coaches sellers in real time to qualify effectively, to research the relationship landscape, to collaborate with customers to develop solutions that address business challenges, and to develop a competitive approach that delivers a win‐win outcome.
The average win rate for enterprise B2B sales is 21.7% and the average cost of poor opportunity management for a seller carrying a million dollar quota is $218,000.
At the end of the day, there are only 2 reasons you lose a deal:
- Either you should not have been there (poorly qualified) or
- You were outsold (poor deal strategy or execution).
Good qualification helps determine if there is an opportunity, can you compete, can you win and is the deal worth winning. In other words, should you be spending your time on the deal in the first place.
To prevent being outsold, you need to know the people that matter, understand their business problems and develop an action plan to win.
Qualify to Identify the Right Deals
Qualification starts with four key questions: Is there an opportunity?, Can we compete?, Can we win? Is is worth winning?. These help map your capabilities to your customer’s requirements.
Gain Executive Credibility
Identify the key decision makers and influencers, and determine who is a supporter and who needs to learn more. Focus attention on winning the minds of the right people and ultimately shorten your sales cycle.
Align with the Buyer’s Decision Criteria
Calculate the overall rank of each business challenge so you know which issues are the ones that your customers really care about. Consider different competitive approaches so that you have the best opportunity for progressing the deal forward.
Increase Sales Engagement and Performance through Real-time Coaching, Insights and Notification
Imagine having deep muscle memory from a million sales engagements, knowledge of the world’s best sales methodologies, and the insights from your own business, all coming together to guide a sale to fruition. Opportunity Manager assesses deals in context, uncovering risks and proactively recommending actions based on proven methodology and insights, so sellers always know what to do, when it matters most.
Altify’s' 'Fail Early' methodology has helped my team to accomplish 100% win rate! 100% win-rate is unique, but it’s what Altify is all about – stop wasting time and energy on deals you cannot win. Fail early and use the saved energy on deals you can win.