1 deal but 2 Win stages - what to do in DealsSOLVE
Sep 25, 2020 10:15 AM
HI, We sell a tech software solution and logg this as a deal. However, It often becomes a two part deal as we end up selling a Pre-Study and then make the bigger deal upon delivering the pre-study results.
Option: Register 2 Deals in the pipe at the same time. 1 = Pre-Study and 2 = the big one. This gives us data on how long a big deal takes to close as the pre-study is an actual part of the selling process of the big one.
The other option could be having only one deal but with 2 products being closed at 2 different times - if even doable?
What is the best way to do this??
Solved! Go to Solution.
Sep 28, 2020 4:37 AM
Hi @DMarcko ,
Great question!! At my last software company we had a similar setup where we had a trial period which wasn't the full product, then based on the success of the trial it would convert into the larger deal. We decided to go with the first option you suggested (2 deals).For a few of reasons:
- We found it easier to calculate the true sales cycle length
- Easier to calculate close rate percentage on trials and full deals
- When the trial deals closed, we set up a smooth hand off with our onboarding team to get engaged. Having them as additional deals helped for this.
I hope this helps,
Sep 30, 2020 2:13 PM
Totally doable if you have Sales Pro. You might consider having a certain kind of deal type that would result in the pre-study deal (as maybe not all do?)
You may also consider if the pre-deals should be in their own pipeline if they are managed quite differently.