3 Keys for Deal Acceleration in Q2 & Q3 copy
CXO Sales Playbook-Venkat’s Blog

3 Keys for Deal Acceleration in Q2 & Q3

- Venkataraman Subramanyan

Every stage of the deal has an underlying lever for acceleration. Once you leverage it, you’re in the driver’s seat.

Today, I’d like to share 3 keys that can pivot any deal from being stuck, slowing down or on a slippery slope to accelerating into a big win.

Q1 is a fresh start.

Q4 is a rush to close.

Q2 and Q3 can make all the difference.

Let’s get started,

Key #1. Value as a Catalyst

How much value can you create for your customer, and how can you monetize that value?

Enhanced business value is the catalyst.

Unless you create measurable and monetizable value, you won’t be able to translate it into net new revenue.

So rather than only looking at what your addressable market is, think about how much monetizable value can you create in this market, segment, sector or account?

The more value you create, the more you have earned the right to translate that value into volume.

Key #2. The Differentiated Value Narrative

When your customer no longer seems interested in meeting with you, either acts as a gatekeeper, or does not provide enough time with decision-makers – the underlying cause is a lack of differentiated value.

The question to ask here – is your customer’s “Cost of Same” greater than their “Cost of Change”?

Make sure that the customer can easily understand how your value proposition shows up in their business outcomes (KPIs) and measurable business results ($).

Provide them with an effortless experience as you connect the dots.

Key #3. A Framework for Focus

There is a saying, a person who defends everything, defends nothing.

You may have a hundred opportunities in your pipeline but you should decide where you want to focus.

In sales, focus means the rigor of qualification.

As you think about your pipeline, do you rigorously qualify the pipeline to shortlist the specific opportunities that you need to focus on?

Please remember, activity is not a proxy for progress. Just because you are busy across tens of opportunities does not mean you are meeting your numbers.

When you focus, you are able to,

  • Elevate the quality of conversation with your customers.
  • Grow deal size.
  • Increase win rates.

Let’s wrap up today with a little bonus.

During your next sales review, charge it up by asking this 1 question to your team – tell me all the reasons why you’ll lose this deal?

Most often, sales reviews focus on how you could win a deal.

The counterintuitive nature of this question forces your team to confront reality and identify the risks that hold your deal back.

In fact, sales is the systematic elimination of risk.

Hope you had a great Q1 and Q2 is even better.

*** 

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Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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