Historically, 90% of companies who miss the first half, miss the year.

 

If you missed Q1, you need a monster Q2 to save your year.

 

Those who missed Q1 tell me a big deal pushing killed them. In fact, the #1 reason for the miss was the delay of a big deal.

 

Big Deasl Sales War Room

 

CEOs and sales leaders don’t know why big deals push. I pressed them for answers last week.  They don’t know. Some are in denial and think they know, but they don’t.  The more self-aware leaders admit to not knowing the reason big deals push.

 

An incomplete understanding of why big deals push is a big problem.

 

The benefit of performing a Big Deal Review is real. It will prevent any big deals from pushing out of Q2.

 

The Big Deal Review will identify the Q2 at risk big deals. This allows you to apply corrective action early in the quarter. There is still time to affect the outcome.

 

Each Big Deal is scored on a scale of 0-100. A score of 100 represents a likely push. A score of 0 represents a likely close.  

 

The attributes used to score each deal represent the top reasons deals push. The source and veridcation of these attributes comes from our win/loss practice.  We perform dozens each quarter directly with the prospects.

 

A Special Offer for SBI Blog Subscribers

If you are a subscriber to this blog, we have an offer for you.

 

Get your “must win deal” reviewed by a big deal strategist.  Our big deal strategist will score your deal on a scale of 0 – 100. The score will be accompanied with recommendations that might prevent a push.  These recommendatins will be reviewed with your directly.  The telephone consultation takes 30 minuntes and might help make Q2.   

 

This offer expires on April 30th..

 

If you are not a subscriber to this blog, you can subscribe here. We publish an un-gated sales and marketing best practice daily. 365 days per year. You can read our blog without being a subscriber right from our homepage. However, from time to time, we like to thank our subscribers by offering them something a little extra. The Big Deal Review is an example of such an offer.  If you feel these special offers are valuable, please subscribe.

 

A few additional thoughts:

 

  1. 41% of B2B sales forces missed Q1.  But, this will not be reflected in the Q1 earnings announcements when they come out. How come?  The over assignment of quota. CEOs made the Q1 number but their sales forces did not. The practice of over assigning quota has gotten out of control and needs to be reigned in.
  2. 90% of companies that are behind the number at the end of Q2 miss the annual revenue target. Why?  The sales cycle in a complex sale is between 6-12 months.  This makes it very difficult to make up for a big delta in the second half of the year.
  3. The 80/20 rule in B2B sales is very real. 80% of your revenue will come from 20% of your accounts. Big accounts do big deals. They don’t have the time to negotiate dozens of small transactions. They will aggregate their spend and award it to a small number of vendors.  This results in the big deal.  These big deals make or break the year.

 

Get focused on your Q2 big deals right now.  We will be watching 4th of July fireworks in a blink of an eye.

 

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >