If you’re in B2B sales, you know the drill: too many deals, not enough hours. Your pipeline’s full, but not every opportunity deserves your attention. The trick? Figure out—fast—which ones are real and which are just noise. That’s where analytics tools like Valuecase come in.
This guide is for sales teams and managers who want to cut through the fluff and use data to actually close more deals, not just stare at dashboards. If you’re tired of guessing which deals matter most, read on.
Step 1: Get Your Valuecase Data House in Order
Before you start slicing and dicing numbers, make sure Valuecase is set up right. Analytics are only as good as the data behind them.
Checklist: - Connect Valuecase to your CRM. If your deals and contacts aren’t syncing, you’re dead in the water. - Define your sales stages clearly. Don’t have a “maybe” or “misc” stage—be ruthless about what each step means. - Standardize data entry. If one person calls a VP “VP” and another calls them “Vice President,” your filters get messy. - Tag or categorize key deal types. Use fields for deal size, industry, or region if you want to slice data later.
Pro tip: Garbage in, garbage out. Don’t let reps skip fields or fudge numbers just to move deals along. If you can’t trust your data, none of the analytics matter.
Step 2: Know Which Metrics Actually Matter
Not every shiny chart in Valuecase is worth your attention. Focus on the basics that tie directly to deal quality and likelihood to close.
Metrics that usually matter: - Deal engagement: How often is the buyer opening your Valuecase space? Are they sharing it with colleagues? If they’re not interacting, it’s usually a bad sign. - Stakeholder involvement: Are multiple decision-makers involved, or is it always just one person? More voices usually means the deal is real. - Time in stage: How long has a deal been stuck? Stale deals rarely come back to life. - Buyer activity signals: Are they downloading documents, leaving comments, or scheduling follow-ups through Valuecase? - Deal value vs. effort: Is this a whale or a minnow? Don’t spend hours chasing small fry.
What to ignore: - Vanity metrics. Total page views look nice, but if it’s just one person clicking repeatedly, who cares? - Gut feelings. If the data says a deal is cold, don’t let “but they were nice on the call” sway you.
Step 3: Build Your Opportunity Prioritization View
You want a simple way to see, at a glance, which deals are hot and which are wasting your time.
How to do it in Valuecase: - Create a custom dashboard showing deals by engagement score, last activity date, and stage. - Filter by deal size. Big deals with high engagement go to the top. - Sort by days since last meaningful activity. If a good deal’s gone cold, you’ll know. - Highlight deals with multiple stakeholders. The more people involved on the buyer side, the better.
Sample Quick View: | Deal Name | Value | Last Engagement | Stakeholders | Days in Stage | Priority | |-----------|-------|----------------|--------------|--------------|----------| | Acme Inc. | $150k | 1 day ago | 3 | 7 | High | | Beta LLC | $60k | 10 days ago | 1 | 25 | Low | | Gamma Co. | $200k | 2 days ago | 5 | 5 | High |
Pro tip: Don’t overcomplicate it. You want a live list that tells you, “Here’s where to spend your next hour.”
Step 4: Dig Deeper Into Buyer Engagement
Valuecase can show you more than just who opened what. Use the specifics to separate the window shoppers from the serious buyers.
What to look for: - Frequency: Are they coming back multiple times, or was it a one-and-done? - Breadth: Is just one person looking, or are they forwarding it around? - Action: Did they comment, ask questions, or book a meeting via Valuecase? - Document downloads: If they’re downloading contracts or pricing sheets, that’s a buying signal.
How to use this: - High engagement, high value: Move these to the top of your call list. - Low engagement, long time in stage: Consider a breakup email or move on. - Broad team engagement: Get ready for a committee sale—prep your champions.
Be skeptical: Some buyers browse a lot but never buy. Look for action—not just clicks.
Step 5: Set Up Alerts (But Don’t Go Overboard)
Valuecase lets you set up notifications for key events. Used right, these keep you on top of hot deals without drowning in noise.
Smart alerts: - Stakeholder joins: Get pinged when a new exec enters the deal space. - Key doc downloads: Someone grabbed your contract? Time to call. - Long inactivity: Set a nudge for deals that go quiet for a week.
What to skip: - Every page view or comment. You’ll quickly start ignoring the noise. - Activity from tire-kickers. Set filters so only important deals trigger alerts.
Pro tip: Review alert settings every month. If you’re getting too many, you’ll start missing the ones that actually matter.
Step 6: Make Prioritization Part of Your Daily Routine
Even the best analytics are useless if you don’t act on them. Here’s how to work prioritization into your day.
Daily: - Start your morning by checking your Valuecase dashboard. What’s changed? Who’s heating up? - Block 30 minutes to follow up on deals showing new engagement. - Flag any deals going stale for a last-ditch effort or to clear them from your pipeline.
Weekly: - Review all high-value deals with your team. Are you actually working the right opportunities? - Cull dead deals mercilessly. Don’t let wishful thinking clog your pipeline. - Tweak your dashboards or filters if you’re not seeing what you need.
Honest take: Prioritization isn’t a one-time thing. It’s a habit. If you only do it once a quarter, you’re just scrambling, not selling.
Step 7: Learn and Adjust—Don’t Blindly Trust the Data
Analytics are a tool—not gospel. Sometimes a deal looks cold but comes back to life. Sometimes a “hot” deal is just a tire-kicker bored at work.
What works: - Use Valuecase data as a starting point for judgment, not a replacement for it. - Check your “closed-won” deals every month—did they really look good in Valuecase ahead of time? Adjust your filters if not. - Talk to your team. Sometimes there are deal signals that don’t show up in analytics.
What doesn’t: - Blindly following dashboards without talking to your buyers. - Chasing every deal flagged as “hot” if your gut says it’s going nowhere.
Keep It Simple and Iterate
Don’t fall for the idea that more dashboards mean more sales. Use Valuecase analytics to focus on what matters: real buyer engagement, deal value, and momentum. Build a routine, keep your dashboards clean, and don’t be afraid to drop what isn’t working.
Prioritizing sales opportunities is about working smarter, not harder. Start simple, review often, and let the data help—just don’t let it run the show. Good luck.