Free self-diagnostic
I've put the questions I use with founders into a free diagnostic with 24 statements across six dimensions. Work through it to see where your go-to-market is holding up and where I'd look first.
What it checks
I look at whether you know who you're selling to, which problem you solve and why a buyer would choose you in each market.
A warning sign is that every deal gets a different pitch, or buyers compare you with companies you don't see as competitors.
I look at where qualified opportunities come from and whether you can tell which channels lead to sales conversations.
A warning sign is that pipeline depends on the founder's contacts, or the team measures activity without knowing what becomes pipeline.
I look at whether the team follows clear stages for discovery, demos and decisions, and whether everyone knows what moves a deal forward.
A warning sign is that deals stall after a demo or the team can't explain why an opportunity was lost.
I look at coverage, conversion between stages and the evidence behind the forecast.
A warning sign is that deals keep slipping and pipeline reviews only repeat status updates.
I look at the roles you've hired, how new reps learn the work and what it takes for them to start selling.
A warning sign is that new reps take a long time to close a deal or the founder is still doing most of the selling.
I look at whether CRM data, reporting and tools support the way the team sells across regions.
A warning sign is that nobody trusts the CRM or reports have to be rebuilt in spreadsheets.
Free self-diagnostic
Work through 24 statements across six dimensions. You'll see where your go-to-market is holding up and where I'd look first.
PDF · 24 statements
Revenue Leak Diagnostic
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