High fives all around – you just closed a big deal!

It took tons of research and preparation, and your reps asked a lot of great questions to get there. They listened, evaluated needs, and met each one with your solutions. It’s in the books, and you’re ready for the next challenge.

But what happens to all that legwork you did? How many of your notes get sucked into an information black hole once the deal’s done? 

If, down the line, you want to crack open that account to offer a new service, or propose an upgrade to an existing one, do you still have those details at your fingertips?

You’re already halfway there. You gathered enough information to make that first sale, after all. But the key details need to be in a place where reps can find it – months or even years down the line – when another opportunity pops up.

Worry not, because we’re here to highlight the information you need to keep around, even after the case is closed.

Their future

Knowing your prospect’s goals, from their wants and needs to the carved-in-stone targets, gives you a clear roadmap for follow-ups. As their deadlines draw near, you can revisit those goals and align your offerings to meet them. 

What you need to capture:

– What are their short- and long-term goals?

– What are they most excited about in the next year?

– What does their boss want to achieve in the next year?

Their process

Take notes on how they do business with suppliers and partners. The next time you approach them, you’ll already know their criteria, the selection process they use, and what it’s like to work with them.

What you need to capture:

– How do they evaluate products and vendors?

– What are their key deciding factors and deal breakers?

– How do they measure the success of their solutions?

Their people

The average number of stakeholders involved in a purchase has grown to 6.8, spanning many roles, functions, and locations. Keeping those names close makes it much easier to make contact next time.

What you need to capture:

– Who else in their organization does this impact?

– Who else is part of their decision-making process?

– Who makes the final call on purchases?

Their tools

Sure, knowing what kinds of technology and tools your prospects use on the daily helps you gauge where you fit in today. It also helps you position where you might fit in if your product or service changes, or if you add to your shelf.

What you need to capture:

– What tools do they rely on every day? 

– When was the last time they upgraded those tools?

– What do you like and dislike about their current setup?

Their feedback

Whether it’s a sale you closed or a good opportunity that got away, don’t hold back from soliciting feedback. Use their experiences to make your next sale even better, and hone in on your approach should you deal with them again.

What you need to capture:

– What did you do that impressed them?

– What could you do better next time?

You probably have these questions (or questions like them) in your Playbooks™ already. The trick is capturing the answers for future reference and keeping them somewhere your reps will find them when they’re needed the most.


Believe us – Future You will thank you.

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