These three situations are illustrative examples. They describe different stages of a conversation, not measured project outcomes.
01 / Interest
“Interesting. Let’s stay in touch.”
The meeting took place, the conversation was pleasant and the presentation was well received. Need and priority remain open. Activity has been recorded in the calendar. The next step establishes the relevance to a buying decision.
Explore the customer’s actual situation: which challenge matters to the business, and what would make evaluating a solution worthwhile?
A question for your team: what relevant need did the conversation establish, and what moves the buying decision forward?
02 / Need
“We have that problem. I cannot decide on my own.”
A challenge has been identified and the solution could be relevant. Other people are needed for the next step: perhaps IT operations, information security or procurement.
Clarify the perspectives and questions that need to be included. Another meeting helps when the right people have a clear reason to join it.
A question for your team: who needs to assess and decide what for this need to develop into an order?
03 / Commitment
“We will discuss it with our IT director on Tuesday.”
Purpose, participants and timing have been agreed. Your team knows what to prepare and which decision the customer wants to address in the next conversation.
The specialist meeting has a concrete purpose on the way to a sale. The next review considers which decision was prepared, which obstacle was resolved and which step towards an order follows.
A question for your team: which specific decision will this next step bring closer to a sale?
Focused on won business.
Sales Funnel Optimization focuses sales work on winning business. Together with your team, we develop need, buying group and decision-making through to the closing stage within the agreed scope. We look at relevant opportunities, their progress and won orders. Completed meetings document activity; the measure remains the business that results from it.
Read the anonymised practical analysis