Guy Rubin

Yeah.

In reality, once you show them a route to winning more, they'll all want to follow it.

So it's our role as leaders to open that door and to give them certainty that the data that their insights are being built on is accurate and then get everyone aligned to how they can win as a unit.

Brilliant.

Okay, so once we've connected to all your disparate data sources, at the end of each quarter, we will deliver back a report, and the report has five chapters.

The first chapter is a holistic overview.

It's basically a summary of what's gone on in go-to-market, and it compares usually the last four quarters, and then as we move on, we pick up more as we go.

Once we covered the overview, we then dive into win-loss analysis.

So looking at all the deals that closed one and lost over the last 12 months, and what are the signals that led to growth or led to those deals closing one?

And what are the danger signs on the deals that closed lost?

Once we understand what those patterns are, we move on to chapter three, where we look at the live pipeline.

So we're looking at the deals that are currently in flight and referring back to those signals we saw earlier around the win-loss analysis to see which of the deals that are in flight could have a higher win rate if we did things slightly differently.

Once we understood that, we jump into seller coaching.

So building leaderboards of the sellers, understanding things like which part of the qualification process are they strong at and which areas do they need more attention for?

Or how well or badly are they doing at dealing with objections?

And were they better this quarter than they were last quarter?

And you can get all of those insights by reanalyzing all those historical call recordings.

Once we've done the seller coaching and highlighting where there's change that needs some attention, then we look at the process itself and really just trying to identify where in the sales cycle or the whole customer journey, where are the pinch points?

Where's this friction?

Where are we slowing down?