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How to Track and Convert:

Closed lost opportunities are the low hanging fruit of outbound.

As a start-up, 40% of our deals were won on the 2nd bite at the apple. 

12% of deals were won on the 3rd or 4th try.

Sales Navigator can help you know when it's time to follow up with an account.

Here's how:

1. Create a 'new account' report

2. Add "My CRM Accounts" list which is synced from CRM

3. Include recent activities like leadership changes + funding

4. Wait ~30 days after trigger event and then follow-up

5. Repeat quarterly

Remember, most "noes" are really just "not now".

Until next Thursday,

TSG

P.S. I reply to all emails.