Interpreting Win Probability

• High (70%+): Strong buying signals, budget confirmed, timeline set
• Medium (40-70%): Some positive signals, need more qualification
• Low (<40%): Missing key elements, high risk factors present

Key Metrics to Track

1. Customer Talk Time Ratio - Should be 60%+ for qualified prospects
2. Buying Signal Frequency - More signals = higher conversion
3. Objection Patterns - Track common objections to improve messaging
4. Competitor Mention Timing - Earlier mentions often indicate comparison shopping

Action Item Categories

• 🔥 Immediate: Critical follow-ups within 24 hours
• 📅 Scheduled: Timeline-based actions (demos, proposals)
• 📚 Preparation: Research and content needed for next interaction
• 🚨 Risk Mitigation: Address red flags before they become deal-killers