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Is your team ready for the conversations its opportunities require?

A promising meeting can leave important questions unanswered. Use this five-question checklist to examine how your team prepares, understands the buyer, and judges whether an opportunity is moving forward.

Look at the conversations behind the pipeline

Think about your team’s recent opportunities. Answer Yes or No to each question. A Yes points to an area worth examining; it does not establish the cause of a stalled deal.

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Do opportunities move forward before the buyer has explained the problem and why it matters now?*
Does your team reach the end of a sales cycle without a clear view of who must be involved in the buyer’s decision?*
Do your salespeople rely on individual style rather than a shared approach to preparing for and guiding buyer conversations?*
Do buyers leave conversations without a clear connection between your proposed solution and the outcomes they need?*
Does your forecast include deals whose expected timing is based more on seller confidence than buyer-confirmed next steps?*

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