What fraction of companies does the speaker claim have a top-of-funnel problem?

Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

Unlocking Sales Success: Focus on the Top of the Funnel

30 Nov 2023 · 1 min

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0:50

Excerpt from a YouTube talk (Jason M. Lemkin) about diagnosing sales funnel bottlenecks and aligning employee resources to the funnel. The speaker argues that in most companies ("four out of five"), the primary problem is insufficient focus on the top of the funnel; instead, teams often concentrate resources on the middle and bottom, creating a mismatch between where people are assigned and where the bottleneck lies.

Questions this video answers

Four out of five companies.

Chapters

Well, yeah, I think, you know, if one or two deals pushed, I think in a perfect world, you actually have four or five deals and you only really need to close one of them in order to hit your number. And so there's let's let's get into sort of like how to address this. But thinking about this, conceptually, you have this customer funnel, and then what you want to do is you want to look at your employee resources. So where do the people map to that customer funnel? You want to think about where is the focus. And so again, if you diagnose the problem as top of the funnel, which I would suggest four out of five companies, that is the problem. If you then map your employees and where your focus is, what I oftentimes see is more people are focused on the middle and bottom of the funnel. And so these resources aren't mapping to where the bottleneck is.