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Heard a sales vp say 'we don't lose deals, we lose handoffs' at a meetup in Austin
Was at a small ops meetup in Austin two weeks ago and a sales vp said offhand that they audited 40 lost deals and only 6 were actually price or product. The rest died somewhere between the demo and onboarding, usually because nobody owned the transition. We have the same gap in our tool and I never thought to just count it like that. Started tagging handoff stages in HubSpot this week to see if our number looks similar. Curious if anyone else has run this kind of audit and what stage tripped them up most?
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morgan_king3622d ago
Wait, 34 out of 40 deals died AFTER the demo? That is WILD to me. I always figured price was the big killer in most pipelines, so hearing it was only 6 deals total across price AND product is honestly kind of a gut punch. It makes me wonder how many reps are out here blaming budget when the real problem is nobody called the customer for two weeks after signing.
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