2. True or False?
Diagnosing B2B sales
bottlenecks requires extensive
analysis, a strategic plan,
numerous meetings along with
many years of sales management
experience?
4. Scenario 1
Challenge:
You Lose 75% of proposals to your competition
Solution:
• Fix your core business - your price, delivery or quality sucks!
• Refine Customers you Target - by industry/size/geography??
6. Scenario 3
Challenge:
You convert 75% of opportunities to orders every month
Solution:
• You need more leads - fix your lead generation – it sucks!
7. Scenario 4
Challenge:
You convert less than 10% of opportunities to orders every month
Solution:
• Fix your criteria for converting leads to opportunities – it sucks!
• Fix the sales process - it may not suck - but it needs improvement