The Role of Webinar Series in Driving Education Leads for Universities

[shishir.seoexpert1]

In my last role specifically, I found that the time spent in the discovery phase for the deals we ended up losing to a competitor (or the status quo or “do nothing” option) was a whopping three times longer than the time spent in deals we ended winning! What’s more, the sales reps in the lower third in terms of time spent in the discovery phase of their sales cycles had 48% higher win rates.

This doesn’t mean that the secret to gambling data vietnam increasing your win rates is to rush customers through a hastily orchestrated discovery process. But these statistics did raise questions as to why this correlation existed.

Lessons Learned from Losing
When I dove deeper with my reps, we found that the majority of the elongated discovery cycles in deals we ended up losing stemmed from a consistent set of reasons:

Customer was elusive, ghosted us, “went dark,” or never called us back.
Customer didn’t seem to understand or take an interest in our value proposition.
Customer indicated interest but kept pushing out subsequent discovery conversations.
Customer deferred to other stakeholders within their organization whom we couldn’t reach.
Simply put, customers who didn’t end up moving forward with us didn’t demonstrate the positive interest, responsiveness, and buying signals of those who did.