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As a sales rep, you shouldn’t be thinking about net-new at first. Your CRM is filled with leads who already know your brand & product offering. So start there.
This all ties back to prioritizing your time correctly as a rep, on the right accounts, and on the right people.
The reason these reports work so well is because of a few different things.
Pain doesn’t just disappear for prospects, it evolves. Companies revisit decisions all the time. Leadership changes.
And most importantly, you aren’t starting from zero, you are just picking up the conversation where it left off.
Reports to Start Building
1. Closed / Lost Opportunities
Filter by:
-last 3 - 24 months
-your territory
-deal size
This is the gold standard as a sales rep. Most of the time these deals were lost because of timing. You now have all the context on their budget, pains, decision makers, etc.
A lot of these opportunities are just one email away from picking up the conversation.