Section

Quotes and follow-ups

Win rates, follow-ups that never go out, reasons for losing nobody knows: sales seen through the figures.

3 articles

A quote that goes out with no follow-up costs nothing on the day it goes out. Nobody sees it leave the P&L, because it never gets there. That is exactly what makes it expensive.

The calculation uses your own figures: how many quotes go out with no follow-up, your average margin, and a prudent recoverable share of one in six. For a business sending a few dozen quotes a month, the result usually exceeds what people expected.

This section also covers win rates and reasons for losing: knowing how many quotes get signed, which ones are dragging, and why you lose the rest.

Quotes and follow-ups5 min readLost quotes: know the reason, not just the numberYou know how many quotes you lose. Do you know why? A grid to tag every lost quote with one reason, and what each reason tells you to change.ByJérôme KnopsRead the article
Quotes and follow-ups5 min readYour quote conversion rate: how to calculate it, and how to read itHow many of your quotes end up signed? The calculation by count and by value, the mistakes that skew the figure, and what it tells you about how you sell.ByJérôme KnopsRead the article
Quotes and follow-ups4 min readThe quotes nobody follows up on, and what they really cost youA quote sent then forgotten costs nothing today, and a lot over a year. How to put a figure on it with your own numbers.ByJérôme KnopsRead the article

Do your quotes go out, and do they get chased?

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