How to Run an Effective Sales Deal Review

Focused View

CRFT Productions and Nigel Nicholson

1:00:42

1,065 View

01 - Introduction

01 - Running an effective sales deal review.mp4

01:10

02 - 1. What Is the Deal Review

01 - The cost of lost deals in sales.mp4

03:20

02 - The sales deal review as a coaching opportunity.mp4

03:08

03 - Your sales deal review cadence.mp4

03:06

04 - Deal reviews and sales forecasts.mp4

02:55

05 - Preparation conversation application.mp4

03:17

03 - 2. Preparing for the Deal Review

01 - Selecting sales deals for review.mp4

02:37

02 - Spotting gaps, assumptions, and risks.mp4

02:28

03 - Slow down to speed up in the sales deal review.mp4

02:05

04 - Lean into the sales qualification framework.mp4

02:45

05 - Set the salesperson up for the sales deal review.mp4

02:50

04 - 3. Coaching the Deal Review

01 - Ask Why this Why us Why now.mp4

03:09

02 - Dont drop the M-I-C in the sales deal review.mp4

02:46

03 - Asking tough questions early and fairly.mp4

03:34

04 - Sales deal clinics vs. sales deal reviews.mp4

02:47

05 - Learning from closed-lost sales deals.mp4

03:25

05 - 4. Following Up after the Deal Review

01 - Gaining commitment from the sales deal review.mp4

02:28

02 - The power of three for sales deal review follow-up.mp4

03:00

03 - Inspect the sales deal, not the person.mp4

03:05

04 - Keeping accountability on their side.mp4

02:50

05 - Reflecting on your successes.mp4

02:31

06 - Conclusion

01 - What to do next.mp4

01:26

Description

Losing out on a sales opportunity means more than just numbers on a screen. It can spell the difference between hitting or missing a sales target and have a negative effect on your business. Not to mention, your prospect walks away from a possible deal without ever having their problem solved.

One of the best ways to improve your team's sales success rate is to undertake regular “deal reviews.” A deal review allows you to think aloud and analyze an opportunity, all while providing a window for the sales leader to offer guidance and experience on how to progress or close the opportunity.

In this course, Mark Garrett Hayes, the author of bestselling book Sales Coaching Essentials, provides clear, actionable, and adaptable insights on how to run an effective deal review with your team. Mark explains the value of deal reviews, how to prepare for them, and how to coach a great deal review and then follow up, ensuring the agreed actions are implemented successfully.

Note: This course was created by Mark Garrett Hayes and CRFT Productions. We are pleased to host this training in our library.

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Sales Skills

CRFT Productions and Nigel Nicholson

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Linkedin Learning

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LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.