Deal Review
topic on 1 show · 5 statements across 4 episodes
5 statements about Deal Review, every show
Jiménez: Sales deal reviews must identify process gaps, not be story time
“Also deal review should not be story time. I always say this. It's not your time to tell me a story like Don't say, oh, I met with this person who's connected to this person. I talked to this person. This is what we said. And they said this, I was like, no, I …”
Liu: Deal reviews drive maximum value on early-stage pipeline opportunities
“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…”
Evaluating personal performance in deal reviews leads to performative updates
“I think the biggest one is when salespeople feel that it's like any adversity in the deal review. When the deal review for the salesperson is like a review of their personal success, then it becomes a show. They become defensive. They show you only the things …”
Deal reviews should educate the surrounding team, not just the rep
“I think the purpose of the deal reviews is primarily for your sales team to learn what to do well and what not to do well. I think your audience for the deal review is not the person who did the deal, but all the people around.”
Tarica: Proactive deal reviews eliminate the need for lost-deal post-mortems
“If both of these motions are done well, deal reviews and these large deal review meetings at the management level, and they're done well, and they're done consistently. There's almost not a need for a larger postmortem on the deal as when you lose a deal, beca…”