The Problem
Winning a deal is actually a series of small wins. But in the early days, it’s not always evident which are the defined stages of your sales process. Your team needs to be armed with the right message at the right moment, focused on key activities specific to that moment, to get the small wins that translate to a bigger win.
The Solution
We’ll pick apart your entire sales funnel, removing friction to help close more deals — and faster.
The Process
 | Conduct a thorough review of past/present data (sales pipeline & marketing performance), augmenting with interviews of key team members, to identify key drivers/bottlenecks in your sales process. |
 | Segment the current process into well-defined stages, and retrofit existing sales performance data to create initial visualization of sales pipeline. |
 | Put the most prominent blockers under the microscope, identifying critical points of failure that can be addressed through automation, process innovation, or simply better communication. |
 | Map available collateral and marketing/sales support resources to each phase, identifying gaps which need to be filled. |
 | Based on historical conversion rates and phase durations, we’ll project current sales velocity and recommended volume of activity at each phase, to achieve company revenue objectives. |
This process includes periodic interim reviews with key stakeholders, to solicit feedback guiding the overall direction of the project.
The Results
Deliverables
- A single reference document for the sales team, documenting each funnel stage with unique objectives, key sales activities, key CRM actions, internal stakeholders, and qualifying steps to advance to the next stage.
Impact
- Improved win rates, from prospect to customer
- Shorter sales cycles
- More reliable sales forecasting
- A more pleasant customer journey
Book a free revenue strategy assessment to discuss your challenges across five revenue functions:
sales, business development, customer success, marketing and revenue operations.