Your win rate is a capacity problem, not a persuasion problem

Most attempts to fix a poor win rate target the closing conversation. The decision that moves the number most is made weeks earlier.

By Steve 5 min read
Abstract bridge artwork for Your win rate is a capacity problem, not a persuasion problem

When win rates disappoint, the diagnosis tends to land on the end of the process: the pitch was weak, the objection handling was thin, the negotiation gave away too much. So the response is training, new collateral, a tighter demo script. Sometimes that helps. But win rate is a ratio, and almost every organisation spends its effort on the numerator while the denominator quietly does the damage. The denominator is a set of decisions, which enquiries got a pursuit, which RFPs got a response, which stalled deal stayed on the…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top