a few thoughts and questions to help diagnose what's happening:
Out of the 39 meetings that didn’t convert, are those deals currently marked as closed-lost, ghosted, or still in progress? Understanding where they sit in the pipeline helps clarify whether the issue is qualification, follow-up, or just timing.
Also, of the 40 meetings booked, were they all self-sourced, or were some accepted opportunities from other teams (such as inbound, SDR, or partnerships)? If there's a handoff involved, what's the criteria for something to be considered a valid opportunity? If the bar is too low, that can seriously impact close rates downstream.
Lastly, what's typically happening in those 39 meetings? Are sellers primarily qualifying, running full demos, or doing a mix of both? If reps are jumping into demos too early without solid discovery, that can lead to poor conversion. On the flip side, if the entire meeting is just qualifying with no value shown, prospects may lose interest. Ideally, there should be a balance,some light value shown during discovery, then a tailored demo once true interest and fit are confirmed.
Let me know if you want to dig deeper or build out a checklist to help standardize qualification and opportunity criteria
