Recent research from People.ai suggests that sales deals that are won tend to have shorter time frames, more email communication, more meetings, and more stakeholder involvement than those that are lost. The report was based on an analysis of 512,740 deals ranging in size from $1,000 to more than $1 million.
The engagement period with a potential buyer was significantly shorter for deals that were won, at 151 days compared to 208 days for lost deals, across all sizes. For deals over $25,000, there was 45% more email communication, five more meetings, and each additional stakeholder increased the win rate by 4.5%.
These insights can help sales teams to focus their efforts and ensure they are making the most of their time spent engaging with potential buyers.
Four Characteristics of Won Sales Deals
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