Most companies have their top-of-funnel problem wrong. Four out of five put resources in the middle and bottom of the sales funnel when the real bottleneck is at the top, where they need more deal flow.
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.
