Walk the Talk #1: Increasing Win Rates With Arrows Sales Rooms

I’ve been with the team for about a year and a half, and I’ve learned a lot about what makes a sales process truly effective. 

I’ve always been a bit of a stickler for finding ways to improve our win rates and make our processes more efficient. In the early days, I spent a lot of time reviewing closed lost reasons—why did we lose this deal? 

Most often, the culprits boiled down to three things: the deal went dark, the prospect didn’t see the value, or it was a timing issue.

These problems were frustrating, especially when you know the product is valuable, but the customer isn’t convinced, or they let other priorities jump in. 

Time kills deals. I tried pushing to shorten sales cycles, suggesting follow-up calls sooner rather than later, and even pushing for trials earlier in the process. But while these tactics helped, I realized that the core issue was deeper: how do I communicate value when I’m not in the room?

That’s when I started using Arrows sales rooms.

Before Arrows Sales Rooms: A Familiar Frustration

Before Arrows sales rooms, I would hold an amazing demo, get great feedback, and then see my follow up call get delayed so they can “discuss internally” or be met with hesitation to schedule that follow up call at all. I’d send over a deck or other resources, and hope that my champion would successfully convey the value of Arrows to their team. 

“Hope” is not a winning strategy. More often than not, we would lose all momentum and it became an uphill battle to get these deals back on track. And in the worst cases, my champion would report back that “the rest of the team thinks we should prioritize other things” which means that this champion wasn’t able to highlight the importance of solving this pain like I would have wanted.

The challenge was that my narrative wasn’t staying consistent, and I had no control over how my product was being discussed internally. I needed a way to stay in the room without actually being there.

After Arrows Sales Rooms: Simplifying The Process, Amplifying The Impact

When I first started using sales rooms, I thought of it as just a replacement for my follow-up emails. It was a way to keep everything in one place—a nice little hub of resources. But as I began to refine the way I used it, I realized just how much more powerful it was.

The first major benefit was maintaining alignment with my champion. Using milestones, we could set clear timelines for when we needed decisions made, and every time we hopped on a call, we could revisit those milestones together. 

This created accountability and helped us both stay on track. No more vague next steps—everything was mapped out, and we both knew what needed to happen. Additionally, other stakeholders could quickly understand our expected process and timelines, so doubts or concerns about those timelines were addressed sooner than later.

The second major win was how I could better equip my champion to “sell” our product when I wasn’t in the room. 

Instead of relying on my champion to explain Arrows on their own, I would set up a sales room with a quick demo video, key value propositions, and tailored content that spoke directly to their team’s needs. 

I could see when they accessed the room, giving me valuable insights into their level of engagement. This visibility helped me stay in tune with the internal conversations happening without being there.

The Result: Better Outcomes With The Same Process

What’s interesting is that my overall sales process hasn’t changed much. I still have the same discovery calls, demo sessions, and trials that I’ve always had. 

The bones of the process are the same. What has changed, though, is how I follow up and engage with prospects between calls. Instead of sending a generic follow-up email, I send a room. It’s a simple shift that has made a huge impact. And knowing that I will be creating a room has actually led me to doing better discovery throughout my calls.

With sales rooms, I’ve been able to:

• Shorten the sales cycle by keeping everyone aligned and on the same page to keep deals progressing.
• Increase our win rate by equipping my champion with the tools they need to sell Arrows internally.
• Stay visible to my team and prospects with real-time updates, ensuring that everyone is on track toward closing.

The best part is that everything is seamlessly integrated with my deals in HubSpot, so I don’t have to switch between different tools, and all the data stays organized at the deal level.

It has been a huge improvement in our sales process without reinventing the wheel. I can keep the conversation moving forward, make life easier for my champion, and ultimately close more deals.