Sales Rep Action Guide

Deal Prioritization & Pursuit Excellence

Focus 80% of effort on the 35% of opportunities that drive maximum value

📊
November 2025 Market Update
🎯
Win Rate Optimization
🔄
Last Updated: Nov 2025
🎯
40-50%
Win Rate Target
Target Performance
📈
3-5x
Pursuit Efficiency
ROI Multiplier
💰
$3.2B
Top 3 Segments TAM
Market Size
🚀
35%
High-Growth Share
Priority Focus
Strategic Focus

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Deal Prioritization Matrix

Stop chasing every deal. Focus on segments with highest TAM × Win Probability × Growth Rate.

Pursue Aggressively - 60% of Time
DC
Data Centers
$1.2B TAM | +45% Growth | 50% Win Rate
EN
Energy/Power
$1.1B TAM | +40% Growth | 45% Win Rate
Selective Pursuit - 30% of Time
PH
Pharma/Biotech
$0.9B TAM | +38% Growth | 40% Win Rate
RF
Refining/HPI
$1.4B TAM | +2% Growth | 45% Win Rate
Quick Reference: Time Allocation
60%
Data Centers + Energy
20%
Pharma + HPI
10%
Commercial
10%
Account Maintenance
Winning Strategies

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Segment-Specific Playbooks

Tailored messaging and approach for each high-value segment

DATA CENTERS
Speed & Reliability Message
  • Lead with uptime: "Zero scaffold-related delays"
  • Emphasize scale: "We've done 10+ hyperscale projects"
  • Speed to mobilize: "Crews on-site in 48 hours"
  • Safety certifications front and center
  • Reference: Microsoft, Google, AWS experience
ENERGY/REFINING
Supply Chain & Safety Focus
  • Lead with turnaround track record
  • Emphasize: "Never missed a turnaround deadline"
  • Full service bundle: Scaffold + Insulation + Painting
  • ISN/PICS safety scores prominently
  • Reference: Marathon, Valero, ExxonMobil
PHARMA/BIOTECH
Compliance & Cleanroom
  • Lead with compliance: "cGMP-trained crews"
  • Cleanroom certification capabilities
  • Documentation standards: "Full traceability"
  • Validation support experience
  • Reference: Pfizer, J&J, Merck projects
Pipeline Development

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Hot Prospect List Building

Systematic approach to identifying and engaging high-value opportunities

1
Build Your Priority 20 List
Weekly initiative
This Week

Filter IIR projects by start date and TIV >$5M. These represent highest-value near-term opportunities requiring immediate engagement.

  • Pull projects starting in next 6 months from IIR pipeline
  • Filter: TIV > $5M, within your territory
  • Rank by: TIV × Segment Win Rate (use table below)
  • Research each project: Decision maker, current relationships, competitors
  • Create contact plan: First touch within 2 weeks for all 20
  • Track: Meetings set, proposals sent, win/loss
Priority Rank Segment TIV Threshold Win Rate Time Investment
1. PURSUE Data Centers $10M+ 50% Maximum effort
2. PURSUE Energy/Power $5M+ 45% Full pursuit
3. SELECTIVE Pharma/Biotech $5M+ 40% If capacity allows
4. SELECTIVE Refining/HPI $3M+ 45% Turnaround focus
5. OPPORTUNISTIC Commercial $2M+ 25% Only if easy win
Strategic Timing

⏱️
Turnaround Timing Advantage

Early engagement captures scaffolding + insulation + painting bundle opportunities

2
90-Day Turnaround Outreach
Ongoing initiative
Ongoing

Turnaround work has highest service density. Early engagement captures scaffolding + insulation + painting bundle opportunities.

  • Pull turnaround schedule for your territory
  • Identify events 90 days out - this is your contact window
  • Research: Who is incumbent? What's their weakness?
  • Prepare bundle value prop: 15-20% savings on integrated services
  • Contact turnaround coordinator - not just procurement
  • If incumbent, confirm scope and pricing early
Days Out Activity Contact Goal
90 Days Initial outreach Turnaround Coordinator Introduction meeting
75 Days Scope discussion Project Manager Understand requirements
60 Days Proposal submission Procurement + PM Submit competitive bid
45 Days Follow-up/negotiation Decision makers Close the deal
30 Days Pre-mobilization Operations Confirm readiness
Account Expansion

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Cross-Sell Intelligence

Each scaffolding-only account represents 2-3x revenue expansion potential

3
Account Expansion Targeting
Weekly focus
Weekly

Review job cost data for accounts using only one service type. Each scaffolding-only account represents 2-3x revenue expansion potential.

  • Pull your account list with service history
  • Identify scaffolding-only accounts with $50K+ annual spend
  • Research: What other services do they need? Who provides them?
  • Prepare pitch: "Based on your turnaround schedule, we could save you $X with bundled services"
  • Target: 2 cross-sell conversations per week
  • Track: Conversations, proposals, conversions
Cross-Sell Math: Why This Matters
$150K
Avg Scaffold-Only
$400K
Full Service Value
2.7x
Revenue Multiplier
$250K
Per-Account Upside
Performance Analytics

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Win/Loss Tracking

Double effort on segments above 40%, reduce pursuit intensity below 25%

4
Document Every Outcome
After each deal
After Each Deal

Track actual win rates by segment. Double effort on segments above 40%, reduce pursuit intensity below 25%.

  • After every bid: Document win/loss and reason
  • Categorize: Price, relationship, capability, timing, other
  • Track by segment: Where are you winning? Where are you losing?
  • Monthly review: Calculate actual win rate by segment
  • Adjust: If segment win rate <25%, reduce pursuit time
  • Share learnings with team: What's working? What's not?
Your Win Rate Interpretation Action
>45% You're crushing it Double down on this segment
35-45% Strong performance Maintain effort, optimize where possible
25-35% Average - room to improve Analyze losses, adjust approach
<25% Below target Reduce pursuit time, reallocate to better segments
Action Items

✅
Daily/Weekly Checklist

Consistent actions that drive sales performance

Review Priority 20 list status
Which deals need follow-up today?
Check turnaround calendar - 90 day window
Any new turnarounds entering your contact window?
One cross-sell conversation attempt
Call an existing scaffolding-only account about bundle.
Log all customer touches in CRM
Document every call, meeting, email.
Update win/loss log
Did you get a decision today? Document it.
Calculate time allocation by segment (Weekly)
Are you hitting 60% on data centers + energy?
Review win rate by segment (Weekly)
Any segment below 25%? Adjust pursuit strategy.