For venue, hotel and DMC sales teams. The middle of the funnel, where business quietly dies: conversion rates, response speed, site inspections, provisional holds, objections, win/loss analysis and a process that does not depend on one talented person.
Your real conversion rate, the stages where enquiries drop, and what response speed is actually worth.
Site inspections, fam trips, provisional bookings and chasing a decision without becoming a nuisance.
Price, capacity and availability objections, and the difference between a lost enquiry and a postponed one.
Finding the pattern across hundreds of enquiries, and building a process that does not depend on one person.