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Issue
Definition
Impact
Spending significant effort on prospects who are unlikely to convert due to a lack of budget, authority, need, or timeline.
Reduced revenue, lower sales morale, and increased customer acquisition costs.
Avoidance of disqualifying prospects for fear of missing out on potential sales, leading to wasted resources on unlikely conversions.
Stretched sales capacity, demotivated reps due to low-quality leads, and inaccurate sales pipeline.
Reps fail to identify the prospect's urgency for a solution, leading to missed opportunities or wasted time on prospects not actively buying.
Pursuing leads outside their buying window, misaligned sales timelines, and potential competitor intervention.
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