Leakage

Sales and marketing teams are geared towards success, but it's how they handle failure that will make them rich. What do we do with the prospective customers who don’t proceed? Those who leak from our funnel? The answer is usually “not much”. They are usually dropped like a hot potato.

  Deals can drift, delay or simply disappear. For many buyers, ‘do nothing’ is a legitimate option – and a popular one. Sure, you can also make mistakes, or do well and still lose to a competitor. Whichever the case, how you exit that ‘thanks but no thanks’ conversation is just as important as your opening call.

Some businesses change their tactics with the same amount of science as they used to choose them in the first place - none. Others get themselves into such a state about how to decide whether to change or not, that they analyse themselves to death.

It’s July 4th in Australia and so, as well as being my wedding anniversary (tip to the males like me who have problem remembering dates, pick a wedding date you can remember), it’s the American Independence Day.  Regardless of your origin, I’m sure you will recognise the date and its significance but like many things in history there is a twist.  And it’s the subject of this week’s blog - reducing propose to close sales leakage.  Interested in the connection?  Read on...