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Not winning enough NEW business?

Sales is the lifeblood of any business, and winning new deals is crucial to achieving growth and profitability. However, if you're facing the challenge of not winning enough new deals, it can be frustrating and demotivating.

The good news is that there are steps you can take to address this challenge and improve your sales results. Here are some tips to help you fix a sales challenge of not winning enough new deals:

  1. Identify the root cause: The first step in fixing any sales challenge is to identify the root cause. In this case, not winning enough new deals could be due to various factors such as poor lead generation, ineffective sales messaging, lack of product differentiation, or inadequate sales skills. Conduct a thorough analysis of your sales process and identify the specific areas where you're falling short.

  2. Refine your sales messaging: Your sales messaging is the foundation of your sales pitch, and it's essential to get it right. Make sure your messaging is focused on the customer's needs and highlights the unique value proposition of your product or service. Test different messaging variations and track the results to see which one resonates best with your target audience.

  3. Improve lead generation: If you're not generating enough high-quality leads, it's challenging to win new deals. Consider investing in targeted advertising, attending industry events, or leveraging social media to increase your brand awareness and generate more leads. You can also explore partnerships or referral programs to tap into other companies' networks.

  4. Enhance your sales skills: Winning new deals requires a combination of product knowledge, sales skills, relationship-building, and asking the right questions. Make sure your sales team has the training and resources they need to succeed. Consider hiring a sales coach, providing ongoing training, or creating a mentorship program to help your sales reps improve their skills.

  5. Qualify (out) better: would you prefer to have 100 opportunities in your pipeline and close perhaps 20 of these, or instead, have 50 opportunities and close 40? Is your prospect in the “SHOULD”, “WANT TO”, or “HAVE TO” phase of their buying process? It’s your job to get a prospect into the “HAVE TO” phase by creating and amplifying their pain points. If they are in the “SHOULD” phase there is no desire to change and the prospect does not see the need for change.

  6. Analyse your sales process: Your sales process is the framework that guides your sales team's activities, from lead generation to closing deals. Analyse your sales process to identify bottlenecks, inefficiencies, and areas for improvement. Streamline your sales process and leverage technology to automate repetitive tasks, freeing up more time for your sales team to focus on winning new deals.

  7. Leverage customer feedback: Your customers are a valuable source of feedback and insights. Leverage customer feedback to refine your sales approach, identify areas for improvement, and address any concerns or objections that customers may have. Use customer feedback to adjust your sales messaging, refine your product offering, or improve your sales process.

In conclusion, winning new deals is critical to sales success, and addressing the challenge of not winning enough new deals requires a multifaceted approach. By identifying the root cause, refining your sales messaging, improving lead generation, enhancing your sales skills, analysing your sales process, and leveraging customer feedback, you can overcome this challenge and achieve sales growth and success.

Contact us for free initial assessment of what could be your root cause, and what to do about it!

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