Pipeline Development, Qualification

• Weak Pipelines; Poor Prospecting
• Missed Forecasts - Happy Ears, Surprises, Stalled Deals
• Qualification, Proposal Lobbing, Chasing Bad Deals
• Time Invested In The Wrong Accounts

Needs Discovery

• Unclear Sales Process, No Common Language
• Don't Connect Solutions To Strategic Pains
• Losing To "No Action"
• Pitch Products - Don't Sell Value Or Solutions

Capabilities Demonstration

• Lack Of Effective Messaging, No Differentiation
• Dash To Demo; Telling, Not Selling
• Selling Too Low - Can't Sell To Executives
• Competition - Lost Sales Opportunities
• No Effective Positioning Of Our Solution
• Canned Presentations & Demos Of Products, Not Solutions

Decision, Close

• Commoditized Pricing - Move Up Value Chain
• Selling To The Wrong People; Politics & Relationships
• We Can Sell To Individuals, But Not Committees
• Don't Sell Value - Give Up Price/Discounts Too Easily
• Average Deal Size Is Too Low Compared To Competitors
• No Competitive Or Political Strategy

Account Management

• Sell More To Client Base - Account Management
• Account Selection/Segmentation Investment
• Losing Install Base Business To Competitors
• Can't Expand Footprint In Strategic Accounts
• No Global Visibility Or Plan For Strategic Accounts