One of the biggest reasons I get called into a board room is that I can detect the root pain of almost every situation. But I’m not a genius, I’m just fearless at asking questions and I’ve been doing it for over 10 years.
The more companies I help the more patterns I see and here I have collected the top five reasons why your business is failing at sales that emerge when a company has issues with sales departments:
- The “Referral Reliance” Company: “We’ve built a fantastic reputation and our current clients absolutely love us! Most of our new business comes from word-of-mouth, which has been great for steady, organic growth. However, we’ve noticed that our growth has plateaued in the last year. We’re hitting our capacity with referrals, and while we know there’s a bigger market out there, we’re unsure how to systematically reach potential clients who don’t already know us.”
- Core Issue (for you): No proactive outreach to find new leads beyond their existing network; reliant on passive lead generation.
- Solution: Book a consultation with me to build yourself an actual sales engine.
- The “Marketing Qualified Lead Mystery” Company: “Our marketing team is doing an amazing job generating a high volume of leads through content, webinars, and SEO. We see a lot of website traffic and downloads of our resources. However, very few of these leads are converting into actual sales conversations or closed deals. There seems to be a significant drop-off between a lead showing interest in our content and becoming a paying customer.”
- Core Issue (for you): Lack of a dedicated sales team to actively pursue and qualify the leads generated by marketing, and guide them through the sales funnel.
- Solution: Book a consultation with me to discuss getting fractional sales reps or training for your new sales hires.
- The “Feature-Rich, Customer-Poor” Tech Startup: “We’ve poured years into developing what we believe is a groundbreaking SaaS product with an extensive list of features, far surpassing our competitors. We launched six months ago with a sleek website and some initial press. We’re getting some organic sign-ups, but the volume is much lower than anticipated. We’re struggling to get the product in front of the right decision-makers in our target industries.”
- Core Issue (for you): They’ve built a product but have no systematic way to identify and directly engage potential buyers; they are waiting for customers to find them.
- Solution: Book a consultation with me to build your unique sales engine.
- The “Trade Show Hopefuls” Manufacturing Firm: “Our company has a long history of producing high-quality industrial components. Our main sales strategy has always revolved around attending major industry trade shows a few times a year. While we do close some deals at these events, the sales cycle is long, and the periods between shows are very slow for new business. We feel like we’re missing out on opportunities during the rest of the year.”
- Core Issue (for you): Their sales efforts are event-driven and sporadic, with no consistent, proactive outreach to prospects outside of these events.
- Solution: Book a consultation with me to not only build your sales engine but also learn best practices for trade shows.
- The “Ambitious Expansion, Stagnant Sales” Service Provider: “We’re a well-established consultancy looking to expand into new geographic markets and industry verticals. We’ve invested in market research and even hired a few regional representatives. However, despite identifying clear market potential, our new business acquisition in these target areas is falling flat. Our existing, reactive sales methods that worked in our home market don’t seem to be gaining traction with entirely new audiences.”
- Core Issue (for you): They haven’t developed a strategy to actively penetrate new markets by identifying and contacting potential clients directly; they’re trying to apply a passive model to an expansion effort that requires proactive engagement.
- Solution: Book a consultation with me to conduct market research and prepare a 90 day GTM strategy for your company.