Is it you, the market or your sales process?

0:03 Welcome to business purpose and Clarity with patreon your host we talk about startup live insights practical tips mistakes failures and everything between is it you is it the market or is it your process how do you know if the sales are not working if the lead time is too long your pipeline is not fat enough in order to sustain it to the end where you're closing the deals we're living hard times now hard to get funding from investors so you need to cut costs you need to focus on revenues you need focus on sales and to the fundamental things in your business if the sales is slow and the responses are not exactly what you expect.

1:06 You may have those three questions in your head is it me is it the market is it my if it's me meaning it's the product something wrong with the product it doesn't work anymore maybe the pricing is not in there maybe the offering is not there or maybe it's not in priority in this market situation is it the meaning there's probably nothing wrong with the product per se but everybody's just waiting for what's happening with things in the market with inflation the uncertainties maybe with crossing the wall whatever it is that makes people not say no to you but just postpone the final decisions so if you just wait it out it may get better or is it your process so it's not your product is not the market but it's just that you are not doing.

2:09 Enough your sales process to put it bluntly sucks so if you are not conducting enough if you're not active enough if you're not doing follow-ups if your pipeline is just too narrow just too little stuff to squeeze something out of it it doesn't work some of these things are in your control you can change the product you can change the pricing you can do things like that the middle part the market that's really hard because well you don't want to have an influence as a single person or entity for the market situation but you can control the process you can Target more companies you can be more active you can start to do the CRM thing I know you're not doing it with CRM bike oh you are you're using pipe drive or something like that well good for you because it's 75 of the companies are not doing it that way so congrats you already and.

3:13 One fourth of the winners in that sense and for those 75 percent of the listeners who are not actually tracking their sales and don't know about the pipeline or not actually working the pipelinement tracking and they think that they can keep everything in their head and they have amazing deals and contacts and the probability of closing them is just amazing you will get the money next week now that'll work like that data speaks feelings well save them for Instagram you need to have a systematic process so that you can improve and you can monitor and you can be more objective about what's happening so you can Define as well that whether it's actually your process if you can say that yeah my process is okay it worked before I have a record amount based on the closing rates off of new leaves nothing has changed there but the conversion is not happening or whatever.

4:17 It is then you can probably rule out whether it's the process whether it's you or it's the market but the difficulty is that if you have these three options and you're running out of time well something needs to give you need to step up is it you is it the market or is it your sales process.