Opportunity Management coaches sellers in real time to effectively qualify, research the relationship landscape, collaborate with customers to develop strategic selling 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 why you lose a deal:
- You should not have been there in the first place (poorly qualified)
- You were outsold (poor deal strategy or execution)
To prevent being outsold, you need to know the people that matter, understand their business problems and develop an action plan to win.
Identify the Right Deals
A solid qualification process helps sellers figure out whether there is a deal worth pursuing. Qualification also helps map your capabilities to your customer’s requirements. The earlier you qualify out deals you can’t win, the less resources are wasted.
Gain Executive Credibility
Identify key decision makers and influencers determining who is a supporter and who needs to learn more. Focus attention on winning mindshare from the right people to shorten your sales cycle.
Align with the Customer on Their Business Problems
Help your customers visually connect where your solution can help solve their business challenges. The Insight Map describes the customer business problem in a visual way that makes it easy for buyers and sellers to collaborate on the solution and achieve a win-win outcome.
Collaborate on a Clear Set of Actions to Progress
Determine the steps needed to move the deal forward. Collaborate with your team to execute effectively, and have tasks and actions flow into Salesforce.
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.