Closed Won Deal Analysis

Welcome to the DnA Sales Prospecting Newsletter where we cover what is actively working in the market today alongside best tips and practices we’ve picked up through our journey and how we implement them! In today’s edition, Dorothy and I alongside our special guest Luis, will be covering a topic close to D’s heart: Closed Won Deal Analysis.

You could have the right person with interest. But, timing is always the real question.

The best way we’ve found to beat the odds is by running a “Won Deal Analysis”.

You can even do this when you start at a new company. In fact we recommend doing it every month or at least at the end of every quarter.

Your wallet will be looking at you like this after you read this:

As successful Enterprise SDRs sourcing over $5M in qualified revenue, 80% of our opportunities sourced led to closed won revenue.

You are probably asking yourself right now, well, what am I looking for?

Mainly we are looking for a few key things including; The companies description, Who they sell to, the job Title of the person who bought, any outcomes or pain points mentioned in the deal cycle, new decision makers and more.

You can find the rest in a templated Google sheet below 👇

Some of this information might take a bit of digging. Usually, we start by pulling a report from a CRM. Also consider what would matter most to your company and situation.

Supplement with listening to call recordings. The key takeaway here is to hone in on how the prospects describe their pain and where they have “aha” moments.

Buyer language is how you establish credibility and show someone you know them.

The trends you learn from this will help you better qualify accounts and craft messaging that resonates.

Here’s a Won Deal Analysis template you can use.

Tools like ChatGPT and Clay help speed this process up. Give Clay a try by using Dorothy’s link down below (shameless plug we know).

Now to hear from our special guest . . . DRUMROLL PLEASE . . . LUIS VALLEJO!

A little bit about Luis before we jump into what he has to say, he is one of Braze’s top performing SDRs being recognized for several awards including being awarded as a top 50 SDR in the UK!

Luis’ comments on closed won analysis:

“I've been a BDR for almost 1.5 years, and this is how my mindset has evolved on what success looks like in my role:

In my first months of tenure, my north star of success was booking tons of meetings with lots of target accounts.

Six months into the role, I realized that what really mattered was sourcing quality meetings with the right people that would make the AE comfortable on pushing that opportunity to the pipeline and keen on trying to spend time and energy to close that deal.

With 12+ more of tenure and aspirations of becoming an AE as my next step in my career, my north star is sourcing opportunities that can have a high likelihood of going to the late-stage pipeline and becoming close-won logos.

I figured out the latter one is what will really contribute to:

1. Building real trust with your AEs.

2. Cultivate your AE / BDR relationship - most important thing as a BDR, in my opinion.

3. Strengthen your personal brand internally.

4. Bringing actual revenue to the business.

5. Improve your track record and what hiring managers look at the most, especially when looking to promote BDRs to AEs.

I think Dorothy's advice and framework are great for following a “closed won” analysis. 

What I think is most important as a BDR is to have an awareness of the importance of sourcing close-won logos and consider redefining what success looks like for you as a BDR.

The faster you become aware of this in your tenure, the higher the probability of success on it.”

Follow Luis on LinkedIn for more tips and tricks 👇

That is all we have for this Newsletter! Want to be featured in the next one? Ring Dorothy or myself via LinkedIn!

Next Topic(s): Understanding Your Metrics & How to Remove Emotions from Selling.

DnA