The client is a global technology company that specializes in mobile computing strategy and implementation for large enterprises. Its sales team was trying to break a frustrating bottleneck in its sales funnel. © Franklin Covey Co. All rights reserved. A BIT OF BACKGROUND AND CONTEXT CLIENT RESULTS: Increased Negotiation Stage $3.2M START 9 WEEKS 12 WEEKS 18 WEEKS in Value $5M $7M $20M Although the team had sent out $32.5 million worth of proposals, only $3.2 million of that business had progressed to the negotiation stage — a disappointing 10-to-1 conversion ratio. After studying all the possible reasons why so many deals had not progressed to close, sales leadership concluded that the team needed to drastically improve its ability to identify the right opportunities, thoroughl

Join for free to read