What is the number one indicator that you will win or lose a deal?

Jul 22, 2023

What is the number one indicator that you will win or lose a deal
For complex, enterprise deals that require prospects to make significant changes, you need a coach within the buyer organization.

We analyzed almost 10,000 complex sales opportunity records from several of our SalesSparx Shared Vision Selling (SVS) clients. The data point most correlated to Win Rate was Coach.

But not all Coaches are the same. There are two basic types of Coaches: Talkers and Doers.

While either type is better than none, Doers are best.

How do you spot a Doer? They are skeptical and ask hard questions. They love their organization and do not trust easily.

Inexperienced sales professionals will often gravitate to the Talker who gives them “happy ears” and tells them what they want to hear.

However, once you show a Doer you can be trusted and add value, they will be the best coach and champion.

So what do you do now?

Update your CRM to capture the Coach data field. Use the data values “None,” “Talker,” and “Doer.”

A Coach/Doer increases the win rate of our SVS Clients by 60%+. Teach your sales team how to find and nurture Doers and see your win rates soar!

Why AI in Healthcare Must Start With Strategy—Not Shiny Tools

Why AI in Healthcare Must Start With Strategy—Not Shiny Tools

Early Google engineer and Silicon Valley innovator Murali Vivekanandan, CEO of Ideas2IT, brings a rare blend of tech and healthcare expertise to the Sparxcast Unleashed podcast. In this conversation, he explains why AI’s impact on healthcare depends less on flashy pilots and more on building a strategic foundation—one that balances operational efficiency, clinical safety, and long-term competitiveness.

Vivekanandan shares how providers, payers, and service organizations can move beyond “vendor roadmaps” to own their AI destiny, with practical advice on building data backbones, applying human-in-the-loop safeguards, and proving ROI step by step. He also opens up about scaling a 750-person engineering firm with almost no turnover—by putting employee happiness ahead of everything else.

Redefining Pain Care: Why Access to Opioids Is a Healthcare Imperative

Redefining Pain Care: Why Access to Opioids Is a Healthcare Imperative

OPOS CEO and Founder Justin Kromelow shares an evidence-backed perspective on the opioid crisis—and the patients being left behind. With 25 million Americans relying on long-term opioid therapy to maintain independence and quality of life, Kromelow explains why blanket restrictions have created a second crisis: a collapse in access for those who need it most.

Justin walks through a smarter, safer model for opioid management—one that empowers providers with regulatory support, elevates patient function over pain scores, and restores profitability to practices while dramatically improving outcomes. He also opens up about OPOS’s rapid growth and his mission to rewrite the standard of care.

Listen to the SparxCast Unleashed Podcasts 🎧