Did you know there are ten sales competencies you need to master to run a truly buyer-focused business? Most businesses only focus on a few, leaving significant gaps in their sales funnel where potential customers leak out. Let's explore these common pitfalls and how you can plug the leaks.
The Disconnect Between Sales and Modern Buyers
The way customers buy has changed dramatically, but many sales teams are still using outdated playbooks. They focus on their product, their process, and their pitch, forgetting that the buyer is in control. This disconnect leads to a "leaky" sales funnel where opportunities are lost at every stage.
The 10 Hidden Leaks in Your Sales Funnel
The Buyer-Focused Sales Funnel is built on 10 core competencies. A weakness in any of these areas creates a leak. Here’s where most businesses go wrong:
- No Clear Brand Promise: Buyers don't know what it's like to be your customer.
- Confusing Product Descriptions: If buyers don't understand what you sell, they walk away.
- A Weak Value Proposition: You fail to answer "Why should I buy from you and not your competitor?"
- Undefined Ideal Buyers (ICP): Selling to everyone means you're effectively selling to no one.
- Not Knowing Where to Find Buyers: You're invisible to your ideal customers.
- Amushing Instead of Engaging: Your outreach is seen as spammy and self-serving.
- No Strategy to Beat Competitors: You can't differentiate or create doubt about alternatives.
- A Missing Proposal Process: You send a proposal as soon as asked, losing all leverage.
- A Poor Buying Experience: The process is difficult, turning buyers away.
- No System for Referrals: You're missing out on the easiest, warmest leads.
How Buyer-Focused is Your Sales Funnel?
Take our free 2-minute self-assessment to identify the biggest leaks in your sales funnel and get actionable advice on how to fix them.
Take the Free AssessmentPlugging the Leaks for Sustainable Growth
Fixing these leaks isn't about working harder; it's about working smarter. By systematically addressing each of these 10 competencies, you can build a robust, scalable sales process that aligns with how modern customers actually make purchasing decisions. This not only increases revenue but also shortens sales cycles and improves forecast accuracy.
Ready to transform your sales approach? It starts with understanding where you stand.