Sales Symptoms Identification

My name*

1) Getting sales meetings with prospects is easy*

2) Selling standard research reports as a to concept to our prospects is easy (customers verbalize the need for this product)*

3) Selling customized research reports as a to concept to our prospects is easy (customers verbalize the need for this product)*

4) Your prospects display impatience and/ or a reluctance to respond to your probing questions, and ask you to 'get to the value proposition' quickly*

5) During a meeting, your prospects/ customers seem distracted and caught up with a million matters*

6) Your prospects/ customers are often 'forgetful'; they cannot seem to remember things that they had committed to you (viz., their current needs)*

7) Your prospects/ customers are demanding (viz., with information that they seek from you, proposals that they ask you to send, etc.,) but then drag their feet with decision making*

8) Often, for extended periods, your prospects/ customers just seem to disappear into a 'sales black hole' when you try to follow up with them*

9) You see prospects that your sales team had classified as 'hot' 'go cold.'*

10) Your prospects tell you that they like your product offerings, but that their organization is not ready for these yet*

11) You hear your prospects say something like: "thanks for sharing this with us. We will get back to you if we are interested."*

12) Even those prospects, where you deliver great pitches or proposals, take a long time to close*

13) Salespeople identify who would constitute the Coach, User, Technology, Economic Decision Maker in a deal*

14) Salespeople identify and respond to the questions/ objections/ doubts that each decision maker in the deal (at the prospect’s side) would have*

15) Deals closed, end up being on more favorable terms (pricing, timeline, etc.) for the customer*

16) Out of every ten new leads that you seek a meeting from, how many give you a meeting?*

17) Out of every ten new prospect meetings that you conduct, how many show an interest in your product?*

18) Out of every ten prospects who show interest in your product, how many ends up buying?*

19) Out of every ten prospects who show interest in your product, how many choose your Competitor's products?*

20) What is the percentage increase in deal size you think is realistic, given competition (not ideal, but practical), as compared to the average deal size your team is currently closing?*

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