--- title: How to improve your sales win rates description: Discover the IMPACT qualification method, a hidden gem for improving close rates. Seamlessly integrates with any B2B sales methodology for greater success. image: https://bigbusinessagency.com/hubfs/IMPACT%205.jpg --- [Skip to the main content](https://bigbusinessagency.com/insights/impact-the-qualification-method#main-content) [![BBA logo](https://bigbusinessagency.com/hubfs/BBA%20logo%20-1.svg "BBA logo")](https://bigbusinessagency.com) [![BBA-logo-dark-orange-white](https://bigbusinessagency.com/hs-fs/hubfs/BBA-logo-dark-orange-white.webp?width=175&height=134&name=BBA-logo-dark-orange-white.webp "BBA-logo-dark-orange-white")](https://bigbusinessagency.com) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) Search [Get In Touch](https://bigbusinessagency.com/contact-us) Toggle Menu Search Toggle Menu [Get In Touch](https://bigbusinessagency.com/contact-us) - [Home](https://bigbusinessagency.com) - Get more leads - [Google Ads & Pay Per Click](https://bigbusinessagency.com/services/google-ads) - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [Managed Growth Plans](https://bigbusinessagency.com/services/b2b-lead-generation) - [Contact us](https://bigbusinessagency.com/contact-us) [Instagram](https://www.instagram.com/thebigbusinessagency/) [Linkedin](https://uk.linkedin.com/company/big-business-agency) - CPQ - B2B eCommerce - Customer Portal - Quote to Cash - Field Service Management **B2B Sales Consulting** - Big Deal Pursuits, Execution and Performance - Sales Strategy Consulting - Sales Process Consulting **Technology Implementation** - CPQ Implementation - Quote to Cash Implementation - HubSpot Integration - Proof Of Value - HubSpot Onboarding - HubSpot Implementation - Service Hub Implementation **Advertising Services** - [Ad Intent Data](https://bigbusinessagency.com/ad-intent-data) - [LinkedIn Ads](https://bigbusinessagency.com/services/linkedin-ads) - [Google Ads](https://bigbusinessagency.com/services/google-ads) - [B2B Multi Channel Campaigns](https://bigbusinessagency.com/services/b2b-lead-generation) - LinkedIn Automation for Social Selling Campaigns (ads optional) **HubSpot Software** - Service Hub for Help Desk - Content Hub for Marketers - Sales Hub for Sales Teams - [Case Studies](https://bigbusinessagency.com/case-studies/customer-service-workflows-and-automation) **More Amazing Software** - Mobileforce CPQ - CommercePro - Commercient - Expandi 3 min read # How to significantly improve your sales win rates [![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Jan 26, 2024 12:35:26 AM [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) ![How to significantly improve your sales win rates](https://bigbusinessagency.com/hubfs/IMPACT%205.jpg)   ![Bumble bee graphic](https://bigbusinessagency.com/hs-fs/hubfs/busy%20as%20a%20bee.jpg?width=317&height=141&name=busy%20as%20a%20bee.jpg)So, you need to close every lead you have, and you're busy as a bee juggling connect and discovery calls, demos, onboarding expectations, and navigating your internal politics. However, the close rates haven't been high enough to make your numbers, and maybe you could use some fresh ideas... Based on research conducted by the RAIN Group Center for Sales Research, it was discovered that the average conversion rate across various sales industries stands at an impressive 47%. \[However, when it comes to the SaaS sector, the win rate benchmark tends to be lower, hovering around 22%.\] ![Win Rates in B2B sales](https://bigbusinessagency.com/hs-fs/hubfs/Black%20and%20White%20Blog%20Banner.jpg?width=740&height=416&name=Black%20and%20White%20Blog%20Banner.jpg)   Driving a deal means you are in control, and if you're not, the chances are, your qualification technique isn't quite cutting it. And let's face it, that's a crucial aspect of any successful sales process. While there are numerous tried and tested qualification methods out there - BANT, MEDDIC, ANUM, CHAMP, or FAINT, to name a few - here's one you may not have heard of yet: > ### The best qualification method you've never heard of: IMPACT I'm willing to bet that many of you haven't encountered it, and you might be thinking, *"Why introduce another* *qualification framework?"*  Well, IMPACT is vendor-agnostic, seamlessly integrates with any sales methodology you've already adopted, performs exceptionally well across various sectors, and is ideal for both direct and channel B2B opportunities. So, don't dismiss it just yet - this little-known gem might be what you've been looking for! ## ![IMPACT Qualification Framework Graphic](https://bigbusinessagency.com/hs-fs/hubfs/IMPact2.jpg?width=647&height=452&name=IMPact2.jpg) ## Sales Win Rates Improve using IMPACT Let's take a closer look at the IMPACT Framework; Identify: Identifying the right solution in any given opportunity hinges on grasping the business objectives and challenges the prospect faces. Identify the business processes that require assistance and define the objectives your solution can help with. Money: What budget is allocated to address this challenge? Who is responsible for the budget, and is it possible to alter budget priorities? How are budgets decided, and which budgets hold precedence and authority? Can these budgets be accessed, and by whom? Parameters for the Decision: What are the business and personal factors and standards that will influence the decision-making process? Are there specific ROI goals or job advancement opportunities that need to be considered? What are the informal decision criteria, and who can set or change them? Access to the Decision Makers: Who participates in the decision-making process, and what roles do they play – economic, user, influencer, or detractor? Do you have a coach who can facilitate meetings with all decision-makers? Competition: Who is your competition, and who leads them? Does their coach hold more influence than yours? Is choosing not to act a form of competition, and if so, why? How do you neutralise the competition? Timing: When will the decision be finalised, and what steps are involved from the business decision to signing the contract? What are the common factors that typically cause delays and prolong this process? How does procurement factor into the timeline? The primary purpose of the IMPACT Framework is to guide you in confirming whether a lead is your ICP (or not) and asking the right questions to identify leads worth pursuing and increase your close rates.   ## **![Question Mark and Comments Icon on pink background](https://bigbusinessagency.com/hs-fs/hubfs/Pink%20circle%20support.png?width=180&height=180&name=Pink%20circle%20support.png)Benefits of using IMPACT for sales qualification** - Avoid wasting valuable time (both yours and the prospects). Know when to qualify out. It's nine times cheaper and faster to disqualify an opportunity than it is to come second! - Understand the politics at play, and if you don't know, then be aware you won't win the deal - Ability to assess the prospect's openness to change and assess your influence - Chance to assist prospects in uncovering their business challenges and finding solutions - Overcome objections - Shorten or optimise the sales cycle by being proactive and staying ahead of the competition   ## IMPACT - Qualification made easy   The infographic below explains this easy-to-remember acronym and how to use it. If you're in [B2B sales](https://bigbusinessagency.com/big-business-agency-blog/beginners-guide-to-b2b-sales), why not give the IMPACT Framework a test drive and let us know how you like it?   ![IMPACT Infographic](https://bigbusinessagency.com/hs-fs/hubfs/Impact%20Infographic.jpg?width=800&height=2000&name=Impact%20Infographic.jpg)   Undoubtedly, given the research, there is ample opportunity for improving win rates. Honing your qualification skills is key to boosting your closed/won deals. The good news is, mastering a suitable framework can quickly elevate your qualification skills, leading to a noticeable increase in your win rates.   ---   #### [Sales Consulting Services](https://bigbusinessagency.com/sales-consultancy-services) From [Lead Generation](https://bigbusinessagency.com/home) Campaigns, **Go To Market Strategy**, defining **Ideal Customer Profile**, **Pricing and Packaging** review and **Sales Process **audit, we guide you on what to do and how to do it. And show you the potential for  [Sales Hub](https://bigbusinessagency.com/hubspot-sales-hub) to assist your sales team.   ### RELATED [Top 12 B2B Sales Methodologies](https://bigbusinessagency.com/big-business-agency-blog/top-10-b2b-sales-methodologies) [Top 10 Strategies for Manufacturing Firms to increase B2B sales](https://bigbusinessagency.com/big-business-agency-blog/top-10-strategies-for-manufacturing-firms-to-increase-b2b-sales) [Ideal Customer Profile](https://bigbusinessagency.com/big-business-agency-blog/ideal-customer-profile-icp-and-the-buyers-persona) [How to Prospect New Clients](https://bigbusinessagency.com/big-business-agency-blog/how-to-prospect-new-clients) [Discover the Power of Personalisation in your Sales Emails](https://bigbusinessagency.com/big-business-agency-blog/the-power-of-personalised-email-content-in-your-sales-email-campaigns) [Multi-threading in Sales - Top Strategies](https://bigbusinessagency.com/big-business-agency-blog/discover-strategies-for-successful-multi-threaded-sales-campaigns) - [Tweet](https://twitter.com/share) [![Top 12 B2B Sales Methodologies - A Comprehensive Review](https://bigbusinessagency.com/hubfs/blog%20sales%20method2.webp)](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) #### [Top 12 B2B Sales Methodologies - A Comprehensive Review](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Feb 20, 2024 12:07:10 PM When it comes to sales, putting the prospect first is crucial. Their success should always be the main focus in any deal you make. Every sales... [Sales growth](https://bigbusinessagency.com/insights/tag/sales-growth) [I want to see more of this article](https://bigbusinessagency.com/insights/top-12-b2b-sales-methodologies) [![Top B2B Prospecting Methods in 2025](https://bigbusinessagency.com/hubfs/Prospecting%20Methods2.jpg)](https://bigbusinessagency.com/insights/top-b2b-prospecting-methods) #### [Top B2B Prospecting Methods in 2025](https://bigbusinessagency.com/insights/top-b2b-prospecting-methods) ![Picture of Peter](https://app.hubspot.com/settings/avatar/1813754dd5e08fbe2141e42786d34f34) [Peter](https://bigbusinessagency.com/insights/author/peter-russell-smith) : Feb 23, 2024 6:15:00 PM Sales professionals must becontinually prospecting, so getting good at it isn't optional; it's essential! Unsure of where to begin? Look no... 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