What matters
A diagnostic should distinguish limited demand from missed conversations or weak proposal follow-through. Explain how a customer moves from first inquiry to purchase, including who owns each step.
Put it into practice
- List current lead sources
- Describe your sales process
- Identify common reasons opportunities stop
An example in practice
A service company brings recent inquiries and quotes, showing which requests received a response and which remained unresolved. This gives the conversation a practical starting point.
What to track
Check which sales stages already have reliable records.