1) Not enough good opportunities with suitable buyers / partners
From conferences and Expos to connections and introductions. Great conversations take place but are you focused on securing high quality potential customers who would benefit from your products and services – and importantly who are ready? The Expos are important don’t get me wrong but you do really need suitable lead generation for expansion and growth at any real pace.
2) Not knowing why it didn’t lead to a deal
After key conversations, are you checking understanding, reinforcing key messages, being helpful and helping them to overcome constraints? Successful businesses are doing this – the deal is in the follow up, clarification and sustained focus on tackling their challenges.
3) Barriers to clients optimising what they’ve bought (risk they won’t renew after the first term)
Support the adoption journey step by step: be present for first set-up, first live use, and the first internal update. Don’t underestimate the impact of tackling small snags. Unfixed, these can become a barrier to adoption or worse lead them to revert to the old process or introduce work arounds.
Your contribution to your clients’ goals is crucial to your success. Remember that and you’ll be on to a winner!