This document identifies common B2B sales bottlenecks and provides solutions in 60 seconds or less. It addresses bottlenecks such as losing most proposals to competition, converting few leads to opportunities, converting most opportunities to orders, and converting few opportunities to orders. The solutions focus on improving core business offerings, targeting the right customers, lead scoring systems, lead generation, criteria for converting leads to opportunities, and sales processes. The document aims to diagnose and address typical sales issues quickly without extensive analysis or experience.

1. Identify your B2B
Sales Bottlenecks
in 60 seconds Flat!

2. True or False?
Diagnosing B2B sales
bottlenecks requires extensive
analysis, a strategic plan,
numerous meetings along with
many years of sales management
experience?

3. Umm .. False
Let’s see if we can do it in 60
seconds flat!

4. Scenario 1
Challenge:
You Lose 75% of proposals to your competition
Solution:
• Fix your core business - your price, delivery or quality sucks!
• Refine Customers you Target - by industry/size/geography??

5. Scenario 2
Challenge:
Sales converts less than 25% of leads to opportunities
Solution:
• Fix your lead scoring system – it sucks!

6. Scenario 3
Challenge:
You convert 75% of opportunities to orders every month
Solution:
• You need more leads - fix your lead generation – it sucks!

7. Scenario 4
Challenge:
You convert less than 10% of opportunities to orders every month
Solution:
• Fix your criteria for converting leads to opportunities – it sucks!
• Fix the sales process - it may not suck - but it needs improvement

8. The End