Deal Optimization: Close Faster, Win Bigger
The Deal Execution Problem
Your pipeline is full but your close rate is stuck. Deals slip. Discounts grow. Cycles stretch. Your best reps know how to navigate complex deals, but most of your team is winging it. There's no playbook for optimizing deals in flight, so every rep invents their own approach-with wildly inconsistent results.
The Cost of Suboptimal Deals
Every deal that takes too long, closes too small, or dies in the pipeline represents lost revenue and wasted effort:
- Extended sales cycles: Reps don't know when to push and when to wait. Deals drift because there's no clear signal about the right next action or the optimal timing.
- Unnecessary discounting: Without data-driven guidance, reps discount too early, too often, and too much. They're optimizing for a yes instead of optimizing for value.
- Missed expansion opportunities: Reps focus on closing the initial deal, missing signals that the customer would buy more, buy sooner, or commit longer with the right approach.
What Deal Optimization Actually Does
Deal optimization isn't about working harder. It's about having better intelligence to guide every decision in the deal:
Deal Health Scoring
Real-time assessment of deal momentum, engagement quality, and risk factors. Know which deals are on track and which need intervention-before it's too late.
Next Best Action
AI-powered recommendations for what to do next. Should you push for a meeting? Send a case study? Bring in an executive? Data-driven guidance at every stage.
Pricing Intelligence
Dynamic pricing recommendations based on deal characteristics, competitive dynamics, and win probability. Optimize for deal size AND close rate.
Expansion Signals
Identify opportunities to expand deal scope, accelerate timeline, or increase commitment. Turn good deals into great deals with intelligent upsell guidance.
The Deal Optimization Playbook
Foundation: Data Integration
- Activity tracking: Capture all customer interactions, meeting notes, and engagement signals
- Historical patterns: Analyze past deals to understand what activities and behaviors predict success
- Context enrichment: Layer in competitive intel, market data, and customer health signals
Intelligence: Predictive Analytics
- Win probability: Real-time assessment of deal likelihood based on engagement patterns and deal characteristics
- Risk identification: Flag deals at risk of slipping, stalling, or losing to competition
- Opportunity sizing: Identify expansion opportunities and optimal deal configuration
Action: Guided Execution
- Smart recommendations: AI-powered guidance on next best actions to advance deals
- Playbook automation: Trigger the right plays at the right time based on deal signals
- Coaching moments: Provide in-the-moment coaching to help reps handle critical deal situations
The Results: Better Outcomes at Scale
Organizations that implement deal optimization see dramatic improvements in sales efficiency and effectiveness:
The Bottom Line
Your top performers already know how to optimize deals-they have intuition built from thousands of reps. Deal optimization captures that intuition, codifies it, and makes it available to every rep on every deal.
The result: Your entire team executes deals like your best rep. Every time.
Ready to Optimize Every Deal?
SBI's deal optimization practice combines AI-powered analytics with proven sales methodologies to help you close faster, win bigger, and scale your best performers' approaches across the entire team.