How serious is your customer?

Yes, CRM work can be tedious. Updating the close date box, revising the contract value, amending the KPIs…blah blah blah…!

Don’t let the boring and numerous data fields distract you from the one box you need to accurately complete for every opportunity: What percentage do you assign to this opportunity?

Yes, there’s lots of pipeline intel that can help you be strategic in closing business, but none is more important than knowing where the finish line is.

Sales is not just a data game; it’s about moving from point A to B in a straight line. As fast as possible.

No matter the stage of your courtship with each opportunity in your CRM, ask your buyers these questions the next time you talk:

1. ”How serious are you about doing a deal with us?” And… ”If you had to assign a percentage to the chances of us doing a deal, what would that number be?” (Hey, you can ask!)

2. ”What specifically would make you more serious and interested in doing a deal?”

Be bold, be direct. Your reputation as a seller who accurately estimates revenue depends on it.

John McEnroe was a VERY serious tennis player…. seriously great.

For many familiar with his tantrums, his ”you cannot be serious” tirade is Hall of Fame Tennis bad boy lore.

In this Short, he explains his ”YCBS” tantrum to another tennis bad boy, Nick Krygios.

Good stuff…and a break from the seriousness of revenue estimating.