If I (or a Hubspot colleague) work with you as a Hubspot Partner and you have sales opportunities on a regular basis, we likely meet for opportunity reviews. In these sessions, we'll review your sales opportunities and discuss ways to advance them.
While not all of you want my help, most of you do. For those that do, I've been reflecting on ways to make these better.
If you would like to get more out of our opportunity reviews, here are 5 must do's (and a bonus tip) to make your opportunity reviews as productive as possible.
1. Tell Me What You Want to Get out of Our Call
What do you want to get out of our call? Let me know right off the top and I'll start tailoring the call immediately. Here are some ideas:
- Would you like help preparing for an upcoming meeting?
- Would you like help prioritizing your opportunities so you can focus on the best ones?
- Do you want to talk about prospect qualification tips for an upcoming IMA?
- Do you have a deal at the finish line and just want to talk about logistics?
Or is it something else?
2. Register Your Leads Before the Call
Registering your leads with Hubspot minimizes channel conflict and lets you know if the prospect has had previous interactions with Hubspot (you'd be surprised how often this happens).
This is a must: Please...
- Register your leads before our call (you should really do this as soon as or *before* you meet with a new prospect)
- On our call, allow me a minute to verify its clean registration. I want to give your opportunity full attention, but my mind is simply not ready to absorb them until we've done this together.
Finally, make sure to...
3. Send Me Your Opportunities Ahead of Time
Put together a list of your warm and hot opportunities and share it with me ahead of our call. If you do so, and give me 24 hours, I promise to review that list and have some thoughts to share and/or questions to ask on our call. I'm in this routine with several of my partners and it is amazing the tone, efficiency, and productively of these calls.
It doesn't take long. Share...
- The opportunity name
- Confirmation of lead registration
- The opportunity URL
- A one sentence overview of the opportunity
- Whether there is a specific challenge, question, or item I can help you with?
*Make sure to order your opportunities from top to bottom based on their discussion priority on our call.
Here is a handy Basic Opportunity Listing Worksheet you can use already formatted for this purpose.
4. Ask me What I Think
A lot of times, Partners simply share the status of their opportunities without asking me what I think. I do love to hear opportunity statuses, but even more, I love being able to help.
You might ask "David, if you feel I should be doing something different, why don't you just tell me?" Well, I will tell you, especially if I feel strongly, but sometimes we move fast, or sometimes I sense partners aren't open to me asking more questions so I pick my spots. If you want help and/or a second opinion, the best way to make sure you get it is to ask. I'll have more questions, we'll go back and forth more, and more ideas will likely emerge.
5. Close the Loop
I'm going to rant just a little here. Most of my partners do a really good job with this, but occasionally, I'll spend 30 or 45 minutes helping a partner with an opportunity or prepare for an important upcoming meeting, and then... silence. I won't hear from them for weeks. I love helping, but it works best when there is consistent two way flow of communication on the opportunities we discuss.
Even if the meeting postponed, or it stunk, let me know. I am in your corner. The more timely and accurately I know things, the better I can help. I'm going to invest my time and energy in you - return the investment by keeping me apprised of how things go. Ok, rant over, feel better now :-).
6. For Best Results, Self Diagnose and Share
I realize this post is 5 must-do's for better opportunity reviews, and this is item number 6. What gives? Well, this is a bonus item that is likely to be a stretch for partners newer to the sales process. If that is the case, don't worry - we'll work through this together on our opportunity review calls. However, for more experienced partners or partners especially eager in the sales process, I recommend self-diagnosing prior to our calls. The step works great to find both strengths and gaps in your existing sales processes.
Use the following tools to help you self diagnose your opportunities:
- Basic - Rate the GPCT of your opportunities either 1, 2, or 3. Use this blog post as a guide.
- Intermediate/Advanced - Go through the Hubspot Opportunity Review Guide to self diagnose your opportunities.
These tools can not only help you diagnose your opportunities, but they can also help provide guidance as to what you should be learning and asking in your sales process. Share your findings with your Hubspot IMS and we'll go through them together.
Now it is your turn. What do you think of the tips above? What has worked well for you in opportunity review calls? Or do you have tips to share on how I can make them better? Your opportunity reviews are incredibly important to your success as a partner. Let's make them as productive as they can be.