Upsales is used by over 10 000 sales professionals every day, and by reviewing the statistics for lost and won deals we unveiled some key insights:
- On average a sales rep. waits three times longer for a No than a Yes
- The average sales cycle length in Upsales is 41 days to win a deal compared to 129 days to realize it's lost
Based on these insights Upsales alerts you when an opportunity has grown 20% older than your average won deal.
What can I do when I get the alert?
Always have a next step planned
Call, email, visit them. Not having an appointment or phone call planned should be a big warning sign revealing your prospects buying intent. Here's why always having a next step is important.
Dare to close
Simply asking "What do you need to see or hear to make a decision to move forward?" can straighten out a lot of speed bumps in your deals. From this call or appointment, you'll quickly learn if the deal is alive or not.
Give your prospects a call and explain that you would very much like this deal to close but completely understand if they are busy and that your proposition isn't at the top of their to-do list. Based on their response you'll quickly learn if the deal is alive or not. A sales rep who's got all the time in the world for them can be interpreted as a person with nothing going on.
And if I find out the deal won't close?
Sometimes the conclusion from the above actions is simply that the deal isn't going to be won. It's something no one aims for, but this is an opportunity for you to spend time on the deals that will close.