How many times have your reps told you, “This is a sure thing” only to have the deal moved out of their pipeline the following week?
The problem may not be your sales reps. Being able to identify a deal that will close on time versus a deal that might be dragged out for months, isn’t an exact science.
From BANT to BMANTR (add in method and resource), there are plenty of ways to guess what a good deal looks like. And it is no secret that sales reps hate filling in the multiple required fields on an opportunity in Salesforce.com.
But in the half dozen companies I’ve worked for, not one has been able to use the notes, checkboxes and activities logged on opportunities to define what a good deal actually looks like.
So it only makes sense that Gainsight was equally challenged with the same problem.
Gainsight struggled with understanding why one opportunity closed (and quickly!) and why other opportunities dragged out for months, only to be lost in the end.
By using People.ai, Gainsight simplified their process and got insight into what it takes to win a deal. In fact, Gainsight found that 94% of the top business deals closed in 2016 had a meeting or call scheduled within the last two weeks of close.
“People.ai puts sales data and real-time sales activity at my fingertips. It allows me to draw powerful conclusions,” said Ryan Toben, VP of Revenue Operations at Gainsight. “We just closed the quarter and hit the number and the Q1 forecast on the nose with the help of People.ai.”
Download this case study to find out how Gainsight moved the needle.