Company-wide Metrics aren't enough. If your Metrics sound the same for every stakeholder, you're not going deep enough.
Companies don't drive deals, people do. Stakeholders prioritize what impacts their day-to-day. Generic Metrics won't create urgency at that level.
Tailored Metrics build an army of Champions. The more stakeholders who see personal relevance in your solution, the faster the deal moves.
Mid-market deals average 7 stakeholders. Enterprise doubles that. Ignoring individual Metrics at that scale is leaving deals on the table.
Metrics play a huge part in winning any deal, but if you aren’t careful, you could be missing out on the serious advantage they can give you.
If your Metrics sound the same for every stakeholder involved in your deal, you have a problem. Typically, salespeople view Metrics as being company-wide. While they often are to a certain extent, if you don’t have them more specific, you likely aren’t going deep enough with them.
There is a massive opportunity to be seized if you dive deeper and tailor your Metrics to individual stakeholders. While many people may be affected by the same pain, the way it manifests will differ for everyone.
Companies don’t drive deals, people do. If your solution isn’t deemed important enough by each stakeholder, it won’t be high up on their list of priorities, meaning your deal will be more likely to slip. While they will care about solutions that tie to their company’s North Star, if it doesn’t impact their day-to-day, they won’t feel as much urgency to solve the pain. If you don’t get close enough to their interests and quantify the value of your solution to their interests with metrics, you are leaving opportunity on the table.
The more people your solution speaks to, the better. When you tailor your Metrics to each stakeholder, more people are invested in driving the deal forward, shortening your time to close dramatically.
The data shows that a typical mid-market evaluation involves 7 stakeholders, and it’s twice that at the enterprise level. These are not people you can simply ignore!
It won’t be easy to tailor your Metrics to each stakeholder, but by doing the difficult things is how you set yourself apart. Not only that, but it will help you in the deal bigger and faster, with an army of Champions that you have created.