Presence and consistency in conversations

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To solve this, I recommended to Cristian that he prefer a limited, committed, aligned and super executive team, even at the expense of making it smaller. A smaller but well-focused team can be much more efficient and effective than a large and disorganized one. The key is to have the right people, with clear objectives and working in perfect harmony.

Rhythm as the key to success
The second commandment is #PACE . In my opinion, the main KPI to track should be the number of weekly demos completed, even above the volume of deals closed. The reason is simple: the more demos you do, the more opportunities you will have to close deals in the future.

I suggested to Cristian that they should not stop and tackle as many discoveries and presentations as possible, improving them with each iteration. Practice makes perfect, and in the world of sales, repetition and continuous improvement are key to success.

The third commandment is #PRESENCE . With a rich funnel of prospects, it is key to be consistent with the priority of conversations. Here I proposed to Cristian a suggested order based on the principle of Last In First Out (LIFO):

New deals

Deals under negotiation

Prospecting (search for new deals)

Cemetery (search for opportunities in discontinued or korean cell phone number inactive operations)

This approach allows you to maintain a constant flow of new opportunities while continuing to work on current deals and looking to reactivate past opportunities. Consistency in the priority of conversations is essential to not miss any opportunities and maximize the performance of the sales team.

Simplify the business process
The fourth commandment is #SIMPLIFY . I came across a CRM funnel with many stages in Cristian's team. At first glance, we identified the existence of three manual milestones to be met before the first conversation, added to the need for two meetings to begin to tell our value proposition.