Streamlining Sales Cycles and Aligning with Buyer Actions

Consensus close rate guide: https://goconsensus.com/checklist/close-rates-demo-automation/

ACTIONABLE TAKEAWAYS:

• Time-Box Your Tools: Avoid checking Slack or email first thing in the morning—protect your focus by starting the day with intention.
• Buyer Actions > Seller Actions: Sales progress should be measured by what the buyer does, not how many activities the seller logs.
• Build a Momentum Score: Track 7–10 buyer behaviors (like demo views or EB engagement) to score deal health and predict close rates.
• Deals Must Survive 3 Rings: Every deal faces three negotiation phases—champion, procurement, and final signer, so plan resources accordingly.

REX'S PATH TO PRESIDENTS CLUB:

• Chief Revenue Officer @ Consensus
• Senior Vice President of Sales @ Consensus
• Vice President of Sales @ Consensus
• Director of Sales @ HireVue

RESOURCES DISCUSSED:

• Join our weekly newsletter
• Things you can steal