BlueJays2591
What part of the sales cycle do the majority of your deals fall off?
20
Usually at the cliff of desperation.
Sounds about right
I find out after the initial meeting whether they are a good fit or not.
Early stage, where it’s most common to qualify/disqualify
Suffice to stay if you get past the first meeting there’s usually a good reason they are staying in touch
Suffice to stay if you get past the first meeting there’s usually a good reason they are staying in touch
After the quote is sent. We offer a high quality service and have a great brand but for anyone with a tight budget they can find cheaper options. When we lose its usually down to price.
What type of service do you sell?
IT audits. It's often a need rather than a want, and a lot of my opps are start-ups/scale-ups, so it can be a case of lowest quote wins. We win on quality and having short lead times.
Same here!
Usually discovery, if we get to a demo usually we see the process out
Discovery to see if we are a right fit for each other
Early stage, discovery. Sometimes it’s just not a fit.
That's what I would normally think. Ours is right after the POC. We are sitting at 27%. 60% for discovery. Completely backwards
How are you running your POCs?
One thing we have done that has been successful has been to make sure that the goals and objectives of the trial are clear and attainable, and we are meeting frequently with the customer to ensure the steps in the process are being met.
In a previous company, if we just set up a trial or POC without understanding what the customer needed to get out of the environment, it would fail more often than not.
One thing we have done that has been successful has been to make sure that the goals and objectives of the trial are clear and attainable, and we are meeting frequently with the customer to ensure the steps in the process are being met.
In a previous company, if we just set up a trial or POC without understanding what the customer needed to get out of the environment, it would fail more often than not.
Early stage. A right fit or not, I just think the 'we solve these problems for you' is the biggest of the part that I sometimes miss to highlight, and the deals slip. Learning.
Gal's got to learn.
Gal's got to learn.
Discovery call stage.
Depends on the product. On the financial services stuff, it’s early on where the customer doesn’t know what they really want or their real budget. On the identity/security products, it’s when it’s time to pull the trigger as it will take a lot of buy in and a high upfront price tag that needs to go through committee or the board.
Varies greatly but usually early on.
After the first demo. Our software is pretty simple so they either get it or they don't
I'd say after the demo.
I've been getting to a second meeting but struggling to get to power by that point to continue with anything meaningful
Outside of pricing, typically it falls off after the disco/demo stage with window-shoppers. Some do fall off down the line but that can be mitigated by ongoing disco throughout the process.
Post demo. Many prospects will feign interest and budget to get a demo and then piss off and go ghost.
I've never understood that. Don't know why they would want to waste their time like that
Early stage after the first demo.
when the docusign gets sent out
Stage 3, which for us is right after the demonstration and typically before whatever follow up call is scheduled
After the first meeting.. I find someone with somewhat of a pain but I struggle to get to power beyond that
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