Even so, there are clearly some pivotal milestones along the lifecycle of any deal.

If your deal sizes are greater than $1,000,000, for example, it’s clear you should start coaching reps to re-engage or re-evaluate opportunities around 170-190 days into the deal. Since these deals typically close around day 220, this should give your reps some time to focus on closing these prospects.

One strategy for utilizing deal expiration dates is to set calendar reminders for yourself to re-evaluate deals one month before the expiration dates outlined in the table below:

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