Dashboards & Reporting

pdansey
Member

Deal stage win probability based on new or existing customer

SOLVE

Hi

 

We have a single deal stage pipeline for which each stage has a % win probability set, all normal there.  However, once a deal is at say Proposal Submitted it is much more likely to close if it is an existing customer than if it is a new customer (as we already have the procurement process and contract sorted).  We have a property to say whether the deal is for New or Existing, how do I create a win probability that is different for a given stage whether the deal type property is New or Existing?

 

Thanks

 

Paul D 

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1 Accepted solution
dianalcont
Solution
Top Contributor | Diamond Partner
Top Contributor | Diamond Partner

Deal stage win probability based on new or existing customer

SOLVE

Hi @pdansey 

 

Do you have the ability to create multiple pipelines? (Sales Pro/Enterprise plan). If so, have you considered creating two pipelines for new business and upsells/cross sells to existing customers.

 

You'll be able to:

  • attribute appropriate probability 
  • forecast revenue better based on accurate probabilities
  • align your sales process to be true to both sales journey

Just as the probability is different, I imagine the stages might also be condensed or follow a different process.

 

New or existing property can still be tracked with the property you are using and is will be helpful to view on a sales dashboard for a high level view of what's coming down the pipeline.

 

Hope this helps!

 

Best,

 

Diana

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Diana Contreras
Helping B2Bs grow faster with a systematic inbound marketing framework.
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1 Reply 1
dianalcont
Solution
Top Contributor | Diamond Partner
Top Contributor | Diamond Partner

Deal stage win probability based on new or existing customer

SOLVE

Hi @pdansey 

 

Do you have the ability to create multiple pipelines? (Sales Pro/Enterprise plan). If so, have you considered creating two pipelines for new business and upsells/cross sells to existing customers.

 

You'll be able to:

  • attribute appropriate probability 
  • forecast revenue better based on accurate probabilities
  • align your sales process to be true to both sales journey

Just as the probability is different, I imagine the stages might also be condensed or follow a different process.

 

New or existing property can still be tracked with the property you are using and is will be helpful to view on a sales dashboard for a high level view of what's coming down the pipeline.

 

Hope this helps!

 

Best,

 

Diana

Did this post help solve your problem? Help the community and mark it as a solution.
Diana Contreras
Helping B2Bs grow faster with a systematic inbound marketing framework.
HubSpot Diamond Partner BadgeA Diamond Solutions Partner
Book 30 Minutes with Diana »