Customer indicated interest but kept pushing out subsequent discovery conversations.
Posted: Wed Jan 29, 2025 4:02 am
Reps who most efficiently moved customers through the discovery phase of the sales cycle, had higher win rates and quota attainment. In other words, those who won more, lost faster.
In my last role specifically, I found that the gambling data switzerland time spent in the discovery phase for the deals we ended up losing to a competitor (or the status quo or “do nothing” option) was a whopping three times longer than the time spent in deals we ended winning! What’s more, the sales reps in the lower third in terms of time spent in the discovery phase of their sales cycles had 48% higher win rates.
This doesn’t mean that the secret to increasing your win rates is to rush customers through a hastily orchestrated discovery process. But these statistics did raise questions as to why this correlation existed.
Lessons Learned from Losing
When I dove deeper with my reps, we found that the majority of the elongated discovery cycles in deals we ended up losing stemmed from a consistent set of reasons:
In my last role specifically, I found that the gambling data switzerland time spent in the discovery phase for the deals we ended up losing to a competitor (or the status quo or “do nothing” option) was a whopping three times longer than the time spent in deals we ended winning! What’s more, the sales reps in the lower third in terms of time spent in the discovery phase of their sales cycles had 48% higher win rates.
This doesn’t mean that the secret to increasing your win rates is to rush customers through a hastily orchestrated discovery process. But these statistics did raise questions as to why this correlation existed.
Lessons Learned from Losing
When I dove deeper with my reps, we found that the majority of the elongated discovery cycles in deals we ended up losing stemmed from a consistent set of reasons: