Review and Engage

Every six months, pause and reassess.

✔ What worked?
✔ What didn’t?
✔ Where do we go from here?

Instead of pushing forward blindly, take stock of renewals, pricing, new clients, and your sales funnel. A quick reset can recalibrate your strategy and help you crush the second half of the year.

Instead of guessing, take action. Here’s how to review, adjust, and win.

1. Renewals – Who’s Staying, Who’s Leaving?

🔹 More Spend: Which clients increased their spend? Why?
🔹 Less Spend: Who renewed with a smaller budget? What changed?
🔹 Lost Clients: Who didn’t return—and why?

📌 Find patterns. If clients are downgrading or leaving, adjust your strategy.

2. Pricing & Packages – Are You Maximizing Revenue?

🔹 Average Deal Size: Higher or lower than last year? Why?
🔹 Pricing Power: Can you charge more, or are you discounting too much?
🔹 Product Value: Are certain products or packages outperforming others?

📌 If your deal size is shrinking, evaluate pricing strategy and bundling options.

3. Product Mix – What’s Selling and Why?

🔹 Best Sellers: Which products are performing best—and at what price?
🔹 Underperformers: What isn’t selling, and what feedback have you received?
🔹 Customer Insights: Any standout feedback from clients about a product?

📌 Use this data to refine your product pitch and focus on high-value offerings.

4. Funnel Clean-Up – Get Rid of the Clutter

🔹 Purge dead leads—if they haven’t engaged in months, move on.
🔹 Be honest about your pipeline—false hope doesn’t close deals.
🔹 Finish open tasks tied to your funnel.

📌 A clean funnel = better forecasting and higher close rates.

5. New Clients – Who’s Buying & Why?

🔹 Expected Wins: Which clients closed as planned?
🔹 Missed Opportunities: Who didn’t close, and what went wrong?
🔹 Unexpected Deals: Any surprise wins outside your usual pipeline?
🔹 Spending Habits: How much are new clients spending, and what are they buying?
🔹 Biggest Upside: Which new client has the highest long-term potential?

📌 Find patterns in new client behavior to refine your outreach strategy.

Now, Plan the Next Six Months

1. Renewals – Lock in Future Revenue

🔹 Upcoming Renewals: Do you have a plan to engage them early?
🔹 Lapsed Clients: Can you win them back with a targeted approach?
🔹 Retention Strategy: How can you increase renewal rates and upsell existing clients?

📌 Retention = easier wins than chasing new business.

2. Product – Upsell & Cross-Sell Smarter

🔹 Customer-Product Matrix: What each client has already bought and what they should buy next.
🔹 Mini Product Pipeline: Identify new opportunities within your current customer base.

📌 More sales from existing clients = faster revenue growth.

3. Deal Size – Increase Your Average Sale

🔹 Set a Target: What is your ideal deal size for the next six months?
🔹 Add-On Strategy: Which products can you bundle to increase deal value?

📌 Larger deals = faster goal attainment.

4. Goals vs. Leads – Do You Have Enough?

🔹 Lead Pool Check: Do you have enough qualified leads to hit your goal?
🔹 Prospecting Strategy: If not, how will you generate more leads?
🔹 Close Rate Improvement: If yes, how can you increase conversions?
🔹 Pipeline Management: Do you need to adjust your deal flow strategy?

📌 More deals in = more revenue out.

5. New Customers – Who’s Worth the Investment?

🔹 Biggest Growth Potential: Which new clients offer the most opportunity?
🔹 Long-Term Strategy: How are you developing new accounts into bigger deals?
🔹 New Client Goal: Based on renewal rates, how many new customers do you need?

📌 Growing your customer base keeps revenue flowing year after year.

🚀 Reassess, adjust, and execute. The next six months start now. 🚀

At Red2Black Group, we help sales teams fine-tune their strategy and hit aggressive revenue goals. Want to optimize your sales process? Let’s talk.