Faster Sales Reps Sell More.

Gong Labs analyzed millions of sales interactions and confirmed a clear pattern: the reps who respond fastest tend to close more deals. According to Gong’s Director of Strategy, Sunny Huang, “Top reps are not just the most urgent. They’re the most consistent in their urgency.”

Is this causation or correlation? I believe it’s causation. Why?

• Momentum matters: Buyer enthusiasm fades fast. Prompt follow-up keeps the excitement alive.
• You become a partner: Fast responses help your champion sell internally, arming them before their next meeting is crucial.
• Speed signals trust: Buyers commit more when they feel supported.
• Speed drives micro-commitments: A quick response lets you ask for micro‑next‑steps while the buyer is still in “yes” mode.
• Competitors can’t keep up: Moving fast shrinks their window of opportunity.

Despite knowing speed wins, sales reps face a painful contradiction: we’re booked solid. My calendar last week had nearly 25 hours of meetings. Add prep, CRM updates, follow-ups, quotes, internal docs, and you easily hit 47 hours without breaks, prospecting, or reflection time. When are we supposed to do the actual selling work?

For years, my answer was nights and weekends. That’s not sustainable. Not because hard work is bad, but because slow follow-ups leave buyers hanging. And buyers who wait, leave.

Speed60: A Method for Speed and Sanity

To address this, Tango launched something called Speed60 – a method that compresses the four most critical post-meeting tasks into a single 60-minute workflow:

• 5 min prep
• 45 min customer call
• 5 min quote + approval
• 5 min CRM + follow-up

It might sound impossible, but we make it work with a tech stack that includes:

• HubSpot (CRM)
• Zoom (web conferencing)
• Grain (call recorder)
• Tango (CRM agent)
• ChatGPT (AI copilot)

Here’s how each step works:

Prep

Using Tango, I trigger an automation that pulls CRM data and past interactions, runs a ChatGPT prompt, and returns a brief, actionable prep doc in 2 minutes.

Customer Call

I stay fully engaged thanks to Grain, which records and summarizes the meeting. Notes are auto-organized by MEDDICC categories, so nothing gets lost.

CRM & Follow-Up

Post-call, Tango writes a detailed follow-up using AI and maps everything to our CRM. It identifies risks, updates deal stages, and writes personalized recap emails before the forgetting curve kicks in.

Quotes & Deal Desk

Tango also streamlines quoting. It pulls call context, recommends products, pre-fills forms, and navigates the process. For 70% of deals, I get instant approval. The other 30% go through Slack, but even that’s faster now.

Responsiveness is one of our north star metrics. We measure the minutes from Zoom hang-up to email sent. We also track Time-To-Price-Quote (TTPQ), a critical buyer trust signal. Tools like Tango and Grain don’t just save time—they ensure speed and quality at scale.

Let Me Know What You Think! 

I’d love to hear your thoughts: Are faster sales reps driving more revenue at your company? Are you tracking key metrics like responsiveness and time-to-price-quote (TTPQ)?

When you’re ready to put Speed60 into action, grab time on my calendar. We can build an AI agent together to streamline your follow-ups, CRM updates, and quoting process. Let’s make speed your competitive edge.