Tony W.

I run RevUp Sales which is a sales growth acceleration firm. The RevUp Sales Acceleration System is a combination of assessments, scorecards, interactive workshops, fractional work, and playbooks designed to accelerate sales growth...fast. A main focus for us is showing companies the path to 50%+ conversion rates. It's possible for those companies willing to train their team (even if a small team) how to lead the sale (through proper listening, messaging, positioning) versus sitting back and waiting on/relying on the customer to decide if they are going to buy.

Ryan P. that's awesome research. I built a business closely tied to all of this. The assessments, closing the training gaps, etc. it's not 2/3 of a low win rate is the “fault” of the buyer. Those 2/3 could have also been fixed by the selling company. It's just companies do not have the right messaging/positioning/training for their internal team to execute on. No one is starting a company thinking I “hope” buyers understand my product. Companies fail because they don't get traction. They don't get traction when they can properly position themselves in the market. They can't properly position themselves in the market without understanding why their buyers buy. It's the last part that needs to drive all GTM.

The problem is “win-rate” can be manipulated by sales teams, so there is no standard definition on “good”. That said if we generalize and say win rate from pipeline deal created to closed won, then those numbers are probably accurate in terms of the status quo. That said, good teams are winning 50%+ of deals. It all comes down to whether or not leadership wants to get there, or just wants to spend money top of funnel to try to find more leads

The disconnect is that people are still buying from humans and those humans (sellers) are not improving their sales skills.

Sure thing Jake. Happy help. https://calendly.com/tonyw-meeting

If you're comparing it to not having a form and only having a booking page then I see what you mean but I wouldn't consider that friction at all.

I'm not following why you think presenting the booking page immediately after someone submits a form adds friction. It in fact doesn't the exact opposite

You can imbed your calendly behind the form for the best of both worlds. Once someone submits the form they are presented the booking page in the Iframe

No doubt! I created a sales-first marketing playbook to address this gap for my clients