Recipe: Deal board for 'swing deals'

Create a deal board in MeetRecord to monitor swing deals—those critical opportunities that will make or break your quota. Use this board to track important activities, identify risks, and provide coaching and support to get these deals across the finish line.

Setting Up a Swing Deals Board

Follow this recipe to build your swing deals board, customizing it to fit your needs. If certain CRM fields are unavailable, start with what you have and consult your MeetRecord admin to add additional fields later.

Step 1: Filter for Key Opportunities

1. In the Create New Board > Filters section:
   • Filter by Deal Status: Select "open" deals.
   • Filter by Forecast Category: Set to "Commit."
   • Filter by Amount: Set to deals greater than $75k.
   • Filter by Account Tier: Focus on "Strategic" accounts.

If your CRM has a field for must-win deals, include it to filter specifically for those opportunities.

Step 2: Customize Board Columns

Add columns that highlight deal status, momentum, and risks. In the Columns section, include:

• Next Call
• Deal Warning
• ARR Impact Amount (or Amount, Expected Contract Value)
• Close Date
• Trial Expiration Date
• Stage
• Company Tier
• Opportunity Owner

Step 3: Configure Tight Warning Thresholds

Set warnings to flag potential risks in these critical deals. In the Warnings section, include:

1. No Activity for 7 Days: Ensure reps are actively driving deals to closure.
2. No Prospect Response for 10 Days: Detect ghosting and intervene as needed.
3. 1 or Fewer Active Prospects for 14 Days: Ensure reps are engaging multiple stakeholders.
4. No VP-Level Engagement 60 Days Before Close Date: Confirm reps have access to decision-makers.

Step 4: Share the deal board

Ensure leadership stays informed about swing deals:

1. Click on Share board and , add stakeholders such as your VP RevOps, SVP Sales, and Head of Solutions Engineering.
2. Assign visibility to the relevant teams or regions for each stakeholder.

Step 6: Focus on Deals Closing This Month

Set the time period to highlight deals with immediate deadlines:

1. On the Swing Deals Board, set the timeframe to "Closing this month."
2. Share the board URL with others or guide them to adjust their view accordingly.

Why Use a Swing Deals Board?

With this setup, you’ll:

• Focus on high-impact opportunities.
• Monitor deal momentum and risks with precise warnings.
• Ensure alignment and accountability across sales and leadership teams.
• Provide timely coaching and resources to drive deals to completion.

Review and update your swing deals board regularly to maintain focus on the opportunities that matter most.