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Low Sales Pipeline Conversion (5C++) – Unified Diagnostic Map - Coggle…
Low Sales Pipeline Conversion (5C++) – Unified Diagnostic Map
Customers
Target Areas
The company is not able to map the products with the apt lead based on the industry. (P1)
The company is not targeting right set of leads. (P1)
The company has products targeted only for a certain type of customers. (P2)
The company is not able to reach the leads at particular locations. (P2)
The leads at a location are easier to convert but not targeted. (P3)
Sentiment
Leads believe that the quality of the product/service is not at par with industry trends. (P2)
The price of the solutions offered is unreasonably high. (P2)
Buyers require more social proof to convert. (P3)
Lead scoring not applied consistently. (P1)
Competition
Price Comparison
Competitors have a lower price for the same products. (P2)
Product Comparison
Competitors have a better quality of the product to offer at the same price. (P2)
Competitors have a better product to offer to the customers. (P2)
Services Comparison
Competitors have a better reach to the customers in the market. (P4)
Competitors provide value-added services additional to the product. (P3)
Sales team in the competitor company is more efficient. (P3)
Technology Comparison
Competitors have a technological advantage. (P1)
Competitors adding AI or integrations faster. (P3)
Competitors offer better post-sale support. (P3)
Context
Market
There is a reduction in demand for the services offered by the industry. (P2)
Funding cycles in target segments have delayed. (P1)
Technology
There is a new technology available that has made some products redundant. (P2)
Website and demo journeys are not digital-optimized. (P3)
Regulations
A new regulation has affected the company (e.g., foreign players allowed to operate in India). (P2)
Company
Products
The product offered doesn’t resolve the client issues. (P0)
Quality of the product is low compared to industry standards. (P1)
The products offered by the company are outdated in the market. (P0)
Market Reputation
The company doesn’t have a good reputation in the market. (P2)
TechnoServe has low visibility. (P4)
Internal – Sales
The distribution of resources in the company is inefficient. (P1)
The sales team is inefficient in selling the products in the market. (P2)
The expectations set by the company are unrealistic and can’t be completed. (P3)
Sales team lacks product knowledge. (P0)
Sales team not trained in new objection handling strategies. (P1)
Inconsistent lead follow-ups. (P0)
No follow-up cadences defined in sales playbook. (P1)
Internal – Marketing
The company is not equipped to use any marketing channel effectively. (P0)
The company is not able to differentiate a good advertising channel for its products. (P0)
Misaligned marketing-sales handoff. (P2)
MQLs are passed without sales-readiness check. (P2)
CRM Usage
CRM underused by team. (P2)
CRM data hygiene is poor, leading to lead loss. (P1)
CRM not configured to prioritize hot leads. (P2)
Collaboration
Distribution Partners
The distribution channel for the products is not preferred by the customers. (P2)
Partners bring low-quality leads. (P2)
Partners not trained on updated messaging. (P2)
Vendors – Hardware
The quality of the materials bought is not according to the industry standards. (P2)
The materials bought by the company from their supplier are costlier. (P3)
Vendors – Software
The vendors are charging a higher fee for the products provided. (P2)
The vendors are not supplying the latest softwares. (P3)
Referral Systems
Weak referral systems. (P3)
No incentive program for referrals. (P3)