Pursuit rules from your own leaders, tested against your own closed deals, and tracked against milestones on every live deal.
An RFP arrives from a prospect the team has never met.
Three senior people are assigned for six weeks.
The contract goes to the incumbent.
"Without a relationship before the RFP, we are only there so the client can compare prices."
From a pursuit at a global IT services firm. The rule was never written down, so the frontline team never heard it.A reason the rep picks from a list after the deal ends.
Why, and it arrives after the decision.
Activity: emails, meetings, call recordings.
What your leaders know that never comes up on a call.
The same questions for every company.
Which answers predict a loss at your company.
The steps the rep and the buyer agreed.
Whether those steps match what came before your wins.
Buyer interviews after the decision.
Which of your open deals to pursue this week, and what to do on each.
Your leaders' judgment, tested against how your closed deals actually ended, and tracked on every live deal.
Which deals to chase and why, how to pursue them, and which milestones to hit.
We interview your sales leaders about recent wins and losses and turn their judgment into rules. Every live deal is then checked against those rules each week, so you see which deals to chase and why, what to do on each one, and which milestones it has to hit.
A go, hold or walk-away call on each deal, with the leader's rule behind it.
The activities that came before wins at your company, in the order they mattered.
What the deal should show by each week. A missed milestone triggers a decision.
A regional hospital network issues a $1.2M managed services RFP. No meetings before release. The incumbent is in year 6 of its contract.
45-minute interviews with 2 or 3 revenue leaders about recent wins and losses. You export 10 closed deals from the CRM that the leaders did not discuss.
We test the rules on those 10 deals, then run 3 live deals through generic AI and through AI with your rules, side by side.
The written rules with each leader's name. How well the rules would have called your past deals. A go or no-go call on 3 live deals with their activities and milestones.
How many past losses the rules flag, and how many wins they flag by mistake.
Whether deals hit their weekly milestones, and how much senior time moves off deals the rules flag.
Both together, so the gain comes from winning more deals, not from bidding on fewer.
The review needs 2 or 3 of your revenue leaders for 45 minutes each and a CRM export. No IT project and no new tool for your team.
Interviews with 2 or 3 of your revenue leaders, and an export of 10 closed deals.
The written rules, the test on your 10 past deals, and a call on 3 live deals.
A weekly check on every live deal, and the rules updated as each deal closes.