In fact, when looking at reasons that deals were lost, reps with deals worth greater than $25,000 conducted five fewer meetings, on average, than those that won the deal.

Five meetings could be the difference between lost and won.

If your deal is worth more than $100,000, you are 53% more likely to win the deal if you have more than 10 meetings. In fact, the average number of meetings to win a deal at every size is 10 meetings. Lost deals conducted only 7 meetings, on average.

Looking closer at the data, as deal size increases at each order of magnitude the number of meetings required to win the deal increases by three. We’re not advocating you study numerology to get more sales, but we are advocating you push for scheduling more meetings in order to increase your chances of winning the deal.

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