Case Study
It looked like a Sales problem. It was a Flow problem.
A ~70-person IT services company was convinced its sellers couldn’t sell. One snapshot of their own CRM told a different story. The diagnosis took minutes.
The Symptom
A 14.5% win rate.
It looked like a company that couldn’t close the deal.
Fifty deals sat stuck at the demo stage with almost nothing coming out the other side. Everyone drew the obvious conclusion: our people can’t sell.
The diagnosis proved this wrong
The losing happened at the start. The pipeline was flooded with deals that were never going to succeed.
Nobody asked the easy questions at the entrance: do you need this? Can you pay? Who says yes?
The Diagnosis
Closing wasn’t the problem.
80-90% said yes once a paid-for trial started.
The Recommendation
Fix the entry, not the exit.
Let fewer, better-fit customers in at the start.
Put the height sign at the gate. One entry gate, enforced by the CRM, asks the cheap questions first — deals that were never going to buy are qualified out quicly, and real customers walk in ready.
Back it with pass-or-fail onboarding and a short daily coaching cycle, so deals stop depending on the CEO rescuing them.
This is what SSG does. We look at an organisation, find where flow breaks down - quickly, dynamically, and tested against a deep body of method and evidence. That is what makes the diagnosis accurate and the recommendations robust. We can do in an hour something that would take a traditional consultancy company weeks. This makes us highly cost effective in a pro