For Sales · Guide · 3 min ·
Act on Suggested Moves
What Suggested Moves are, how they differ from the commitments captured in a meeting, and how to get them done without leaving the page.
Every company page carries a short list of moves to advance the deal. They come from what buyers said across your meetings and emails, and each one shows the reasoning behind it, so you can judge a move before you make it.
Suggested Moves and captured commitments
Two kinds of item sit in your actions, and the difference is worth knowing.
- Captured items are the commitments made in the meeting, grouped by who owns them: my actions, our actions and their actions. That last group is what the buyer promised you.
- Suggested Moves are Scalign's own recommendation. Nobody said them out loud. They come from what is missing, stalled or unanswered on the account.
Every suggested move carries a line of reasoning: the signal it came from and why it is worth doing now. Read that line first. It is the quickest way to tell whether the move still holds.
Where they show up
- On the company page, for moves that advance the account as a whole, like closing a gap in the buying committee or re-opening a conversation that has gone quiet.
- On the meeting page, for moves tied to one conversation, next to the commitments captured in it.
- In your own actions, where everything you own comes together, whether it came from a call, an email thread or a note you wrote.
What a move can ask of you
Moves vary. Some are a task to do now, some are a point to raise the next time you speak to them.
- Send an email: reach out, ask a question, nudge a promised introduction.
- Book the next conversation.
- Keep the CRM straight, like creating the deal for an opportunity that is real but not logged yet.
- Find something out before you go back in.
- Raise something in the next meeting, like a question that needs an answer before the deal can move.
Getting a move done
Some moves the assistant can carry out for you, straight from the move itself.
- Draft the email from the move. It is written from what was said and lands in your drafts in Gmail or Outlook. Nothing is sent without you.
- Update your CRM from the move, so the record matches the conversation.
- Schedule the next meeting.
- Ask the assistant to research the account before you go back in. The company comes along as context, so you can ask straight away.
Others are yours to make, because they happen in the conversation. A move like raising a question in your next meeting stays with you. It sits open on the company page until you mark it done, so it is in front of you when you prep.
When a move does not fit
Not every suggestion will be right for your account, and the list is meant to be pruned.
- Mark a move completed once it is done.
- Dismiss the ones that do not apply.
- Scalign retires moves on its own as well. A move is superseded when a newer one replaces it, and expired when the moment for it has passed, so the list stays current instead of turning into a backlog.
When a deal has gone quiet, Spot deals losing momentum covers how deal health and suggested moves work together.
Still stuck? Email support@scalign.ai.