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(60)https://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/video%20(60).mp43140nonohttps://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/03.25_AutomatedDemosBestPractices_Clip1.mp4/medium.jpg03.25_AutomatedDemosBestPractices_Clip103.25_AutomatedDemosBestPractices_Clip1https://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/03.25_AutomatedDemosBestPractices_Clip1.mp453nonohttps://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/07.25_BuyInNewsletter_Dan.mp4/medium.jpgHow We Sell in the 83%Most sales teams think the deal happens on the call. But by the time we show up, the buyer might already be leaning one way—or ruling us out. So we changed our approach. We stopped treating the in-between as dead time. We started selling in the gaps.https://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/07.25_BuyInNewsletter_Dan.mp4159nonohttps://5932154.fs1.hubspotusercontent-na1.net/hubfs/5932154/The%20Buy%20In%20-%20Newsletter%20-%20Matt%20Lauer.mp4/medium.jpgHow to Measure Deal MomentumWe studied a year's worth of closed deals to identify which indicators were more likely to predict their outcome. Obviously we found some - namely demo engagement. Which led us to ask: how do we bring this insight to the frontlines? We built the Deal Momentum Score—a 100-point scoring model that gives our sales team real-time visibility into which deals are actually moving. 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