How do I identify my best opportunities?
Alex was frustrated with his team's hit-and-miss approach to deals. "Some reps were calling it 'gut feeling' or 'sales instinct,' but we were missing great opportunities while chasing dead ends," he remembers. As Sales Director, he knew they needed a more reliable way to identify promising deals.
Beyond the Gut Check
Today, Alex's team consistently focuses on the right opportunities at the right time. "It's not about ignoring intuition," he explains. "It's about combining experience with data-driven insights to make better decisions."
The Qualification Revolution
Everything changed when they stopped thinking about basic BANT qualification and started looking at the complete picture. Using Breeze Intelligence, they discovered patterns in their successful deals that transformed their approach to opportunity scoring.
Finding Hidden Signals
One of Alex's favorite success stories involves a deal that initially seemed small. Their traditional scoring would have marked it low priority, but Breeze Intelligence revealed compelling signals:
- The company had recently secured funding
- Multiple stakeholders were engaging with their content
- Their tech stack suggested readiness for their solution
- The industry showed strong growth indicators
"We would have missed this opportunity under our old approach," Alex notes. "It turned into one of our biggest deals that quarter."
Making Data Work for Sales
Alex's team developed what he calls "The Opportunity Canvas" - a framework that combines traditional sales wisdom with modern intelligence:
Fit Indicators Understanding both explicit criteria (size, industry, budget) and implicit signals (tech adoption, growth trajectory, engagement patterns).
Intent Signals Monitoring buying behavior, stakeholder engagement, and competitive research through Breeze Intelligence.
Timing Triggers Identifying critical events and changes that suggest readiness to buy.
Turning Insights into Action
"The real breakthrough," Alex explains, "was moving from static scoring to dynamic prioritization." Their approach now automatically adjusts as new information comes in, helping reps focus on the most promising opportunities at any given moment.
Your Path to Better Qualification
Start by examining your recent wins. What patterns emerge? What signals did you miss in deals that stalled? Use these insights to build your own qualification framework.
Remember: The goal isn't to eliminate sales intuition - it's to enhance it with reliable data and insights.
Need help setting up your opportunity identification strategy? Your HubSpot representative can guide you through leveraging our tools for more predictable sales success.