Hey Nie,

If you want to run more productive deal reviews, you have to start with your sales process and your forecast methodology.

Teams that use seller-centric sales stages often run into forecasting issues.

When stages are based on rep activity instead of buyer progress, they make it harder to understand what stage the deal is really in. A completed demo or sent proposal might show activity, but it doesn’t tell you whether the buyer is ready to move forward.

Here are the five sales stages 30 Minutes to President’s Club recommends, including the specific agreement needed at each stage:

Build Your Sales Stages (The 5 Agreements): #1 Problem Agreement: Do they have a problem we can solve? #2 Priority Agreement: Are the problems big enough to prioritize solving? #3 Evaluation Agreement: Will they agree on how to buy? #4 Value Agreement: Do they agree on the value of the situation? #5 Commercial Agreement: Do they agree on the price and paper process?

Keep an eye on your inbox for our next email on 30MPC’s forecasting methodology so you can get one step closer to building a stronger foundation for your next deal review.

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The Insightly Team

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