Hey Nie,
Your deal review meeting can be your most productive conversation of the week—or your most painful.
When you start running through your list of deals and a rep chimes in with things like “the buyer is on vacation” or “procurement is delaying the deal,” it’s easy to get bogged down by random updates or end up in a vent session about things you can’t control.
The best deal reviews shift the conversation toward what the rep can do next to de-risk the deal and uncover what’s actually blocking progress. If a rep plans to “book a demo” without knowing their objective with the buyer, that’s not a next step—it’s just another activity.
Deal reviews start to lose value when:
- there’s no time for coaching
- you’re not confident in your reps’ next steps
-
you still don’t trust your forecast after the meeting
According to the experts at 30 Minutes to President’s Club, these two fundamentals make deal reviews far more effective:
-
Buyer-centric sales stages
- A clearly defined forecast methodology
Watch your inbox this week and next for more insight into how to build both.
Can’t wait? Dive into the 30MPC pipeline review toolkit now and watch the masterclass from Mark Kosoglow, CRO at Docebo, to see his exact process.
