So Lightspeed Venture Partners suryed 154 top venture-backed mostly B2B start-ups for their sales metrics. The full report is here.
One analysis that was great was on the top reasons sales teams lost deals. Many will sound familiar.
Sales teams report 53% of deals were lost due to “no action”, and 39% due to “prospect went silent”:
Only 27% of deals were reported as lost to competition.
It’s a visceral reminder that you have to push harder to find the real reason deals don’t close. The #1 and #3 reasons were really .. no reason at all.
That’s never the real reason.
You have to dig deeper, and push the sales team harder, if you want the real reason a deal didn’t closer. Otherwise, they’ll just close it out and move on.
A related post here:
