Great product set, crowded market, high cost of sale, scale and dramatic growth just around the corner, sales pipeline poorly understood with many opportunities getting stalled halfway along the pipe for reasons not understood. These were the presenting conditions of one of our clients providing a content management solution. They had already had success in a number of verticals but had not been able to capitalise on this success. We performed a diagnostic on their sales approach, captured the critical data surrounding the sales process and built some sales models that represented the typical approach to winning new business. From this we discovered and illuminated a massive drain on resources at a critical stage in the sales cycle that diverted key resources from later stages in the sales cycle. This resulted in lack of attention to key deals during the final stages of bid campaigns. We created a series of recommendations including
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