Liu: Deal reviews drive maximum value on early-stage pipeline opportunities
Rich Liu · Rich Liu: Sales in 2023; How to Onboard, Manage and Scale Reps; PLG vs Enterprise Growth | E1023 · 20VC with Harry Stebbings · Jun 7, 2023 · at 51:31
Rich Liu is the CRO at Everlaw. He explains how sales teams should structure deal reviews to maximize revenue impact.
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“Doing that for all the key deals that are not necessarily just going to close in a quarter, but that you need to go evolve from whether it's 10 or 25% stage to the 50, 90% stage. That's actually where the impact is driven. Like, when we're looking at the deals that are supposed to close this quarter, it's like, all right, Do you have a closed plan? Do you have access to the EB? Have you quantified the metrics? Have you done the validation steps? It's actually that cohort of deals that's like going from whatever you call it, that we've done the demo. There's something here. We haven't actually built it into like a verbal commit yet. That's actually where the deal review is the most valuable.”
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