Your 20% replacement quote close rate caught my attention.
One thing I’d separate before deciding whether the bottleneck is pricing or follow-up is the dollar value of the quotes that are still open.
I’d split the open estimates into just five buckets:
Then put the dollar value beside each bucket.
That gives you a different picture from a simple close-rate percentage — especially if a meaningful amount of quoted revenue is sitting in “no decision” rather than being genuinely lost.
Curious: are you currently tracking the dollar value of those still-open replacement quotes separately, or mainly the overall conversion rate?
