PATH 01
Demand Capture
Growth cannot begin with volume alone. It begins with a funded problem, a buyer who can act and a reason for that buyer to have the conversation now.
CAN THE RIGHT PROSPECT FIND — OR BE FOUND BY — THE RIGHT ARGUMENT?
REVENUE GROWTH DIAGNOSTIC
Revenue growth has three paths. Find the one holding yours back.
Start at the symptom you can see. The pyramid below separates the work into demand capture, deal closure and specific operating problems — then takes you to the first move.
THE REVENUE GROWTH PYRAMID
THE APEX
Revenue Growth
Growth is the output. The work underneath it is either creating the right demand, closing the right deals or restoring control where the motion breaks.
PATH 02
Deal Closure
A booked first conversation is not momentum. A complex deal moves when the buyer makes each next decision — and the seller has the method to help them do it.
CAN THE SELLER TURN ACCESS INTO A DECISION?
PATH 03
Specific Problems
Some symptoms look separate: productivity, lead quality, forecast accuracy. They are often different evidence of the same missing motion — no shared way to read, run and inspect the deal.
WHERE IS THE SALES MOTION LOSING CONTROL?
THE SYMPTOM YOU SELECTED
Finding people with problems that are funded
Demand Capture
WHAT IS REALLY HAPPENING
The target is not a job title or a broad account list. It is a person inside a company where the problem is urgent, visible and paid for.
THE FIRST MOVE
Identify the trigger, economic consequence and decision owner that make the problem fundable.
THE SYMPTOM YOU SELECTED
Making prospects find us
Demand Capture
WHAT IS REALLY HAPPENING
If buyers go looking, they need to find a point of view that helps them name the problem before they are ready to evaluate a product.
THE FIRST MOVE
Make the problem legible in the buyer’s language, then give them a reason to return with a live situation.
THE SYMPTOM YOU SELECTED
Winging it
Demand Capture
WHAT IS REALLY HAPPENING
The old ways are no longer productive: broad lists, generic sequences and activity targets that do not distinguish interest from a buyer with a real decision.
THE FIRST MOVE
Stop measuring the volume of seller activity. Start with the accounts where the buyer has an observable reason to move.
THE SYMPTOM YOU SELECTED
I can get access but can’t get to the second meeting
Deal Closure
WHAT IS REALLY HAPPENING
The first conversation produced attention, not a reason to continue. The buyer has not yet made the problem real enough to carry it forward.
THE FIRST MOVE
Rebuild the first call around the buyer’s consequence, then name the decision that makes a second conversation useful.
THE SYMPTOM YOU SELECTED
Deals start well but lose steam midway
Deal Closure
WHAT IS REALLY HAPPENING
The opportunity did not disappear. The decision moved somewhere the seller cannot see — often to power, process or an argument the buyer cannot carry upstairs.
THE FIRST MOVE
Find the last buyer milestone, name the missing decision and produce the artefact that gives the buyer a move.
THE SYMPTOM YOU SELECTED
We’re not winning any competitive deals
Deal Closure
WHAT IS REALLY HAPPENING
A better product does not win if the buyer cannot explain the cost of staying as they are or defend the internal argument for change.
THE FIRST MOVE
Move out of the feature comparison: teach the problem, quantify the consequence and equip the champion to take it upstairs.
THE SYMPTOM YOU SELECTED
Sales skills, low sales productivity
Specific Problems
WHAT IS REALLY HAPPENING
Teams do not need more content if the best sellers’ judgement cannot be seen, taught or used on a live deal this week.
THE FIRST MOVE
Work a live deal with a shared structure, then codify what made the move work so the next seller can run it too.
THE SYMPTOM YOU SELECTED
Low Sales Qualified Leads to win ratio
Specific Problems
WHAT IS REALLY HAPPENING
A lead becomes qualified because someone said it was. The buyer has not yet shown the problem, power or path that would justify the team’s time.
THE FIRST MOVE
Redefine qualification around buyer evidence: the funded problem, decision owner and next observable commitment.
THE SYMPTOM YOU SELECTED
Forecast accuracy and deal control
Specific Problems
WHAT IS REALLY HAPPENING
A verbal forecast is not control. If no one can name the approval path, buyer activity and next decision, the number is sentiment recorded as progress.
THE FIRST MOVE
Inspect the deal through decision power, buyer milestones and the move that will produce the next piece of evidence.
THE EXISTING LIVE-PROBLEM LIBRARY
Get Sales Bugle to make your sales problems go away
Eight detailed problem reads
Deals went quiet
Waiting is the one move that is definitely wrong.
Forecast is verbal
A verbal is not a forecast if nobody can name the approval path.
Rep variance
You do not have a visibility problem. You have eleven versions of the truth.
Founder dependence
Founder-led selling works right up to the moment it is the only thing that works.
Single-threaded account
Big accounts do not stay small by accident.
Losing to a worse competitor
The better product does not win if the buyer cannot carry the argument upstairs.
Pilots never convert
A pilot without a decision is a delay with a nicer name.
Finished product, no pipeline
The product is finished. The company is not.
DO NOT SOLVE EVERYTHING FIRST