Closing the Sales Gap

In this insightful session, Helen Dowling from Exceptional Thinking unpacked the “sales gap” many mid-size businesses face — that frustrating space between marketing buzz and actual new clients.Her advice was clear: fix the bottom of the funnel before spending more at the top.Helen shared a structured, three-stage process to qualify leads and improve conversion rates: 1️⃣ Stage One – Booking: Use tools like Calendly to streamline initial meetings. 2️⃣ Stage Two – Qualification: Add smart pre-call questions to filter genuine prospects. 3️⃣ Stage Three – Video Sales Letter (VSL): Share a short video that pre-sells your value before the meeting.She also reinforced the power of BANT — Budget, Authority, Need, and Timescale — to qualify effectively and ensure every team member can clearly explain the sales process.Finally, Helen emphasised the importance of testing and measuring performance. A simple scorecard can track meetings → proposals → wins, revealing where improvements will have the biggest impact.Her message: you can’t fix what you don’t measure. When you tighten your qualification process, your pipeline becomes predictable, and your sales flow becomes consistent.🔗 Learn more about how Exceptional Thinking helps businesses generate qualified, consistent appointments: www.exceptionalthinking.co.uk 📅 Book a chat: www.exceptionalthinking.co.uk/contact Hosted on Acast. See acast.com/privacy for more information.