Email exchanges have a noticeable ramp up in the last week before a deal is signed. We’re talking a 10:1 ratio here for emails in won versus lost deals:

It makes sense when you think about all the last-minute objections, contract updates, and final confirmations that precede a signed deal. Most of those happen over email these days.

CAUTION: I know what some of you are thinking, “Sweet. I’ll send eight emails this week to push my deal forward!”

Let me clarify: Email velocity doesn’t work if it’s one-sided.

Buyer engagement is critical. There has to be back and forth.

So how many weekly emails did prospects send, on average, for won deals? [3.22/week for closed won deals vs. 0.51 for closed lost deals]