How much are previous champions ("Gems") worth to your revenue?

Learn how much buyer job changes can impact your win rate, sales cycles, and deal size. Hint? Fantabulously.
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Deals with previous champions have higher win rates, bigger deal size, shorter sales cycle. Findings from UserGems

But first, a quick definition of “Gems”

  • “Gems” are people who’ve already used your product, bought your product, or at some point, evaluated your product.
  • They’ve gone through most of the buyer journey  — they’re product aware
  • Simply put, Gems are your high-conversion, warmest leads.

How much do Gems impact win rates?

  • You know those endorphin-triggering DocuSign notifications? Well, you are 114% more likely to get those notifications if a Gem is involved in the opportunity.
  • These folks know and trust your product - the warmest of high-intent demo request.
  • But what we found interesting was the size of the impact: Gems more than double your win rates.
Deals with previous champions have higher win rates. Findings from UserGems
Deals with previous champions have bigger deal size. Findings from UserGems

How much do Gems impact deal size?

  • At the end of the day, only one metric truly matters: Money in the bank.
  • And opportunities that have a previous champion put more money in your bank account.
  • By how much? A whopping 54%.

How much do Gems impact the sales cycle?

  • Selling to previous customers is like going on second dates. You’ve met before and built a connection. So, you bypass the initial small talk and get to the heart of the matter.
  • These Gems often skip the education phase. And move to the middle or bottom of your sales funnel, depending on the size of their buying committee.
  • With previous customers, you get 12% shorter sales cycles.
Deals with previous champions have shorter sales cycle. Findings from UserGems

Want to find out how many ("Gems") you are missing?

We will show you how many Gems you are missing and what companies they landed at with a free data test.

Want to know how many "Gems" you're missing?

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