Sales Glossary

What is Closed-Won?

A Closed-Won opportunity is an opportunity that has been won by a sales rep and is no longer open. This means that the deal has been officially closed and the customer is satisfied with the product or service purchased. The process of moving an opportunity from open to closed-won can vary depending on the organization, but typically includes some kind of final review or sign-off from the customer. Once an opportunity is closed-won in Salesforce, it's considered part of the win/loss analysis for your business. This data can be used to help improve future sales strategies.

What are the different types of Closed-Won Deal?

There are four types of Closed-Won Deals:

1. Top-Line Expansion: This type of deal is when a sales rep successfully upsells or cross-sells a product to an existing customer, resulting in an increase in the customer’s top-line spending.

2. Customer Retention: This type of deal is when a sales rep successfully renews a customer’s contract, preventing them from churning.

3. New Customer Acquisition: This type of deal is when a sales rep successfully sells to a new customer who has never purchased from the company before.

4. Strategic Partnership: This type of deal is when a sales rep successfully sells to a new customer who has never purchased from the company before. However, this deal is different from a “New Customer Acquisition” in that it is a larger, more complex deal that requires buy-in from multiple stakeholders within the organization. Usually, these types of deals are multi-year contracts with higher upfront costs.

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