Part 1: Diagnose Before Adding More Leads
Examine how the assessment, nurture and application prepare buyers for a $10K decision, and why the sales call may be carrying too much of the work.
Why aren't your sales calls converting into paying clients?
If you're generating qualified leads and booking sales conversations but not closing enough business, the issue may be buyer readiness, unanswered objections, or ineffective follow-up.
This free 7-question Sales Conversation Review guides you through examining what happens before, during, and after your sales calls.
Identify potential gaps in your sales process and where to focus your attention to improve sales conversion.
No email required.
Generating leads and booking calls doesn’t mean buyers are ready to decide. Your nurture emails, application and follow-up may leave questions about timing, fit, value and risk unresolved.
In this 3-part sales funnel audit, I examine a leadership coaching business already making sales, identify which changes deserve priority, and review what happened afterward.
Examine how the assessment, nurture and application prepare buyers for a $10K decision, and why the sales call may be carrying too much of the work.
What should change before the sales call, and what should follow-up do afterward? See how I revise the nurture emails to address consequence, priority, fit and value; change application questions to reveal timing and decision readiness; and use Path, Proof and Point to address the buyer’s unresolved concern. I explain why lead generation and the wider funnel structure stay in place while these changes take priority.
How do you know whether sales funnel changes improved performance? Review the reported improvement in close rate and shorter sales calls while lead volume stayed roughly the same. I examine what those observations can and cannot establish, why qualification standards and comparison periods matter, and what to measure next: qualified-call conversion, call length, follow-up touches, time to a decision and the owner’s selling time. The review does not claim a proven reduction in the full sales cycle or total owner time.
Explore the Sales Funnel Audit for established small businesses, solopreneurs and service providers.
Explore the Sales Funnel Audit