INDUSTRY OUTLOOK
terms of the top three hooks and features that you emphasise and how these offerings are bundled together . Take a deep dive into your data to identify which customer segments are experiencing conversion slumps . Are you treating all customer groups with a one-size-fits-all pricing approach ?
To address this issue , it ’ s imperative to delve into the specifics of what each group truly values through in-depth interviews and market research . By customising the packaging to cater to the distinct preferences and requirements of each segment , businesses can breathe new life into their conversion rates . This personalised approach can significantly boost your conversion rates .
Pipeline drop-off : Unclear value proposition
When evaluating your sales pipeline , it ’ s crucial to pay close attention to drop-offs , particularly at key junctures such as the transition from the early discovery and assessment stages to the scoping phase .
If you find that prospects are losing interest or engagement during this critical shift , it warrants a thorough investigation . Are there discrepancies between the promises made during the deep discovery conversations and the value demonstrated in the technology demo ? It ’ s essential to pinpoint the root cause . Perhaps the demo lacks relevance to the prospect ’ s needs , leading to waning interest . Alternatively , consider whether your team is engaging with the prospect at the optimal point in the sales cycle . By analysing these factors and addressing any discrepancies , you can enhance the clarity of your value proposition and minimise drop-offs in your sales pipeline , ultimately driving more successful conversions .
Work on refining your value proposition and ensure that your demos align with the value your product delivers . Engage the right personas at the right stages of the sales cycle to maintain interest and momentum .
What next ?
Here are three things you can do right now .
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