Closed Won Labs

Closed Won OS · 4 of 6 · Decisions, faster

Close

From 'contact sales' to instant answers.

Ask about CloseAll six areas
AimMarket and offerEarnFound and trustedRouteEvery lead routedCloseDecisions, fasterProveValue, earlyGrowMore from each clientClosed WonOSrun by agents, led by people

What stays with your people

The conversations. People hold them, read the room and press send.

What is changing, in two directions

  1. Agents coming in

    A buyer's agent wants what a decision needs (price, terms, security, fit) now, and helps build the case inside the buyer's company.

  2. Your work moving to agents

    Agents research each account and draft every follow-up on time, so every deal gets the attention your top ten get.

The problems we see

Each one with what you keep, and the questions buyers ask on the way to fixing it, answered.

Your work moving to agentsFollow-ups slip.

What you keep: The rep's conversation and judgement.

Our reps are good on calls. Why do deals still go quiet?
The work between calls is research and writing, and it competes with the next call. The note that should go today goes next week.
What can agents take off a rep's plate without touching the relationship?
The looking up and the first draft: who is on the account, what was said, what was promised, the next note. The rep edits, decides and sends.
My reps will not use another tool. Does this need one?
No. The drafts appear in the CRM and the inbox they already use.
Agents coming in'Contact sales' is where an agent stops.

What you keep: The sales conversation. It still happens.

Serious buyers always call us. Why change?
The call still happens. Before it, the buyer's assistant collects price, terms and fit from each supplier. Where it finds only 'contact sales', it has nothing to report.
Which answers should be there without a call?
The ones every buyer needs before they will talk: a price range, what is included, how long it takes, who it suits, security and terms. Anything specific to the account stays for the conversation.
Does that take away our chance to sell?
It makes the first call better. The buyer arrives knowing the basics and ready to talk about their own case.
Agents coming inWe lose deals to no decision.

What you keep: Your champion inside the account.

We did not lose to a competitor. We lost to nothing. Why?
Many deals stall inside the buyer's company, where your contact has to convince people you never met.
How do we help someone sell us when we are not in the room?
Give them the case in a form they can forward: one page, the numbers, the risks answered. Their colleagues will read it, and so will the assistants those colleagues use.
What does that look like from you?
After a first call you get one page from me: the price, the dates and what you keep either way. It is written to be passed on.
Your work moving to agentsOnly our top ten accounts get real attention.

What you keep: The choice of which accounts deserve a person's time.

We run account plays for a handful of accounts. What about the rest?
The rest get a sequence. The research that makes a note worth reading used to cost too much to do for everyone.
Can every account get that research?
The research can. Agents read what is public about each account and prepare the note. Your team still chooses where a person spends an hour.
Does this mean more automated email?
It means fewer notes and better ones. Each is read and sent by a person.
Your work moving to agentsThe forecast is what reps feel.

What you keep: The sales leader's call on the number.

Why is our forecast wrong every quarter?
It is built from what each rep believes about each deal. The CRM records that optimism faithfully.
What would a forecast built on evidence use?
What the buyer did: replied, brought in a colleague, asked for terms, went quiet. Agents keep that record current on every deal. The leader still makes the call.
Is this a new system?
It is your CRM with cleaner data and one more view.

What is in Close

Each area can be bought three ways: we set it up once, we run it for you every month, or agents keep watch and each month you hear what changed and what to do next. Most start with the two-week assessment.

The free check for Close

You mark which of the questions a buyer asks before deciding could be answered from what you publish. You see the answers that are missing, and where your follow-up slips. It is being built. Until it is ready, send me a line about Close and I will answer it myself.

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