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Why has conversion rate dropped from 35% → 22.6%? - Coggle Diagram
Why has conversion rate dropped
from 35% → 22.6%?
Sales process
Pipeline & follow-up
Lead quality
B1a
H1 (P0): Leads not qualified
H2 (P1): Wrong ICP targeting
H3 (P2): Poor CRM hygiene
Follow-up
B1b
H4 (P0): Slow follow-up
H5 (P1): Too many iterations
H6 (P2): No pipeline stages
Market & external
Competition, demand
Competition
B4a
H19 (P1): New SaaS entrants
H20 (P1): Weak battle cards
H21 (P2): Price war pressure
Demand
B4b
H22 (P2): SME capex freeze
H23 (P2): Sector slowdown
H24 (P3): Regulation change
People & capability
Skills & team
Skills gap
B3a
H13 (P1): Poor product demo
H14 (P1): Feature vs ROI pitch
H15 (P2): No negotiation skill
Attrition
B3b
H16 (P2): High rep turnover
H17 (P2): Lost client relations
H18 (P3): Mgmt gaps
Product & pricing
Offering fit
Differentiation
B2a
H7 (P0): Weak vs. competition
H8 (P1): Long customisation
H9 (P2): Legacy 12.2% win rate
Pricing fit
B2b
H10 (P1): Price mismatch SME
H11 (P2): No ROI proof pts
H12 (P3): Scope creep in deals