Two minutes

Where should you start looking at your commercial process?

Five short questions. At the end we give you a first reading and where to go next.

1. When a deal falls through, what's the most common thing that happens?

They tell us they'll "evaluate it internally" and we never hear from them again Our contact is convinced, but can't convince their boss or procurement We feel like they don't see much difference between us and the competition We don't even get to the conversation; a lot of them don't know us

2. How many people are usually involved in the final decision?

Just one person decides, and we still struggle to convince them Two or three people, with different roles and priorities Honestly, we're not totally sure who else is involved It varies a lot depending on the project or customer

3. How confident is your team about why people buy from you?

Very confident: it's documented and the whole team repeats it the same way We have an idea, but we've never validated it directly with customers Honestly, not much Depends who on the team you ask

4. How would you describe your content and channel presence today?

Active, but we're not sure it generates sales conversations Sporadic: we post when we have time Barely exists Active and it brings us opportunities, but they go cold later on

5. Have you ever formally interviewed a customer who said no?

Yes, we do it fairly regularly Once or twice, informally We've never done it I couldn't say for sure