Poor Pipeline Development?
That sucks, but here’s why and what you can do about it.
01 | Understanding the Problem
When it comes to converting opportunities, the root causes can be extensive. The primary reasons a deal doesn’t convert to a client is simply the salesperson didn’t uncover the buyer’s motivation for change. Why should that buyer by? This lack of understanding can stem from poor qualification criteria up front; it never was a qualified opportunity. The CRM or sales software isn’t being effectively used so deals slip through the cracks. The discovery process is really a feature dump where no real value is built to drive the deal forwarded. All of these root causes lead to opportunities not converting to customers.
02 | Diagnose the Root Cause
Implementing firm and consistent qualification criteria that is customer-centric (AKA, no BANT or MEDDIC. That’s you focused) will begin cleaning up the pipeline. Implementing a sales methodology will create consistency in how deals are discussed in both deal reviews and pipeline meetings. Structuring value-based conversations around the buyer’s business problems will outline a buyer’s motivation to change, what they are changing, how, when, and the value of change.
03 | Get Clear On The Impact
When you don’t have the pipeline, the number of deals, the size of deals…when the pipeline doesn’t support the goal, the impact should be obvious: you won’t make your goal. You won’t hit your growth target. You won’t be prime for acquisition in 3 years. You won’t raise that next round of funding. You won’t have the cash to reinvest. You just won’t.
Need more help with this problem?
Or do you think you’re dealing with other scenarios as well?
Long Sales Cycle
Low Average Sale Price
Team Not Converting
All The Way Down Here?
The world of sales has changed drastically and it ́s not slowing down. ASG Co. understands these changes and is leading the way in helping companies leverage 21st-Centuary methodologies, tools and approaches to accelerate revenue and reach revenue goals.