All the focus going on the numbers?

The numbers matter, every quarter, every month.

But, its also worth taking a step back and identify the path to success; the ability to build a dependable growing pipeline. This is where its less about the transaction but about more deeply understanding the buyer, environment, competitors, USPs, partnership opportunities etc.

We all know it but its the difficult stuff. Below are a few areas that could be explored and how modlify could help.

Repeatability and deal size

It feels good to be chasing down deals and getting the win... it's the challenge that drives deal makers.

Keeping an eye on repeatability can make life a lot easier to build confidence in the pipeline.

Its equally important to understand the effort involved in closing different sized deals. If there is a similar likelihood of success and similar effort is required for small and large deals this can drive renewed focus on qualification.

Partnering opportunities for the benefit of all

How far have partnering opportunities been explored? Have potential partnerships been identified that can help answer the customers problem as well as delivering opportunity for both partners?

Partnering opportunities can burn time but can also be one of the quickest ways of reaching more customers. Which is why its super important when starting out to set out how to approach this and keep it simple.

With modlify you can easily catalogue prospective partnership opportunities, identify which ones you want to have early focus on (and why) and define a simple process to get started.

Competitor insight

How much do you and your team know about your competitors? While its important to focus on your business, its also important to dedicate time to understanding your competitors. This helps build competitive proposition with a higher level of confidence in success.

Save wasted time on non-competitive opportunities by starting to build competitor knowledge in modlify. Within just a few minutes you can start collaborating with colleagues on what they know, understanding any historical bid outcomes and share desk research.

Deal/Account nurturing

Finally, always keep in mind that it can take time to build relationships and identify where your value add is. Typically, an account is more valuable than a single deal.

Its easy to get wrapped up in closing a deal but a step back to make sure it is being viewed through the customer lens is critical; and if the deal doesn't work out consider building an account nurturing plan.