1. WINNING
ser eXperience

2. Can’t you do
anything right?

3. Give me your
!@#$% email
address!

5. Not the decision maker
No opportunity in the first place
Budget too small Customer already locked in
They don’t get it even
though they need it!
Bad Fit
Competitor-customer relationship is strong
Didn’t understand what the customer wanted

6. 2
REASONS
you lose
a sale

7. You should NOT have
been there in the
first place!

8. Outsold

9. Sales Cycle
• • • • • • •

10. • • • • • • •

11. Website

12. Information
Architecture

13. Functionality

14. Platform

15. User
Interface

16. Usability &
Accessibility

18. Content

20. There’s a subtle difference
between
Motivators and
De-motivators

21. When is a
web design
not a
design?

22. When it doesn’t
solve a problem

23. “
Design isn’t just about what it
looks like and feels like.

24. “
Design is how it
works and performs.
Design isn’t just about what it
looks like and feels like.

25. Great design
works beautifully
and efficiently in
SOLVING A PROBLEM

26. What was the PRIMARY
BUSINESS PROBLEM your
website was suppose to solve?

27. +
SOLVES A
PROBLEM

28. often
sometimes
never

29. The Big Picture

30. Rate overall experience
Very Bad
1
2
Fair
3
Good
4
5
Excellent
6
7

31. Fit For Purpose

32. PRIMARY PURPOSE OF VISIT
Buy a product/service
Learn more ‘about us’
Learn about product
Become a subscriber
Research pricing
Check out blog
Get tips and know-how

33. Were you able
to complete the
primary purpose
of your website
visit today
Yes
No
Why?

34. Recommend our website
to a friend or colleague?
1
2
3
4
5
6
7

35. Important information?
Pricing
General info
Photos
Specific product
info
Videos
Events
Specific promotion

36. Important functions?
Online community
Download tips
Purchasing online
Recommendations
Request a call-back
Site-specific search
Login area
Request a quote

37. Call-to-Action

38. NEXT STEPS
Consult decision-maker
Get more info
Subscribe
Find other suppliers
Search for trusted reviews

39. NEXT STEPS
Visit the website again
Get a quote
Download a brochure
Buy from another supplier

40. Purchase Decision
Today
3 - 6 mths
Next week
Within 12 mths
Next month
Beyond 12 mths
1 - 2 mths
Not sure

41. Grow
Refine
Aggregate
Experience
Value
Proposition
Reach
Business Value
Proposition
Test & Validate Conversion Rate
Social Media
SEO
Authority
Content
Net Customer Advocacy
Events & Webinars
Email Marketing
Mobile
Responsive
Multi-media
Content
Sean Ellis Test
Networking
Keyword
Research
Blue Ocean Strategy

43. Exclusive
Premium
Membership

44. Better Online
Sales Funnel
Faster

45. Guaranteed
more leads

47. Networking

49. Referral