The critical mid-funnel conversion that separates pipeline builders from pipeline leakers. Benchmark your team's discovery-to-proposal efficiency.
B2B SaaS meeting-to-proposal conversion rate benchmarks: median is 45%, top quartile achieves 60%+, bottom quartile falls below 30%. By deal size: SMB deals (<$15K ACV) convert at 55%, Mid-Market ($15K-$100K) at 42%, Enterprise (>$100K) at 35% due to longer qualification cycles. The #1 factor separating top performers: discovery call quality—teams that uncover 3+ business pain points convert 2.1× better than those who don't. Same-day proposal delivery after demo increases conversion by 38%. Source: Optifai Sales Benchmark 2025 (N=892 companies, 47K opportunities tracked).
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Key insight: Enterprise conversion rates are down 5% YoY due to average buying committee size growing from 5.4 to 6.8 stakeholders. Multi-threading early is now essential.
Our analysis of 47,000 opportunities revealed a clear pattern: discovery call quality predicts proposal conversion better than any other factor.
High-quality discovery converts at 2.1× the rate of feature-dump demos. The best teams spend 70% of first calls asking, not presenting.
| Proposal Sent | Conversion Rate | vs. Average |
|---|---|---|
| Same day as demo | 62% | +38% |
| Within 24 hours | 52% | +16% |
| 2-3 days | 45% | baseline |
| 4-7 days | 38% | -16% |
| 7+ days | 29% | -36% |
Source: Analysis of proposal timestamps vs. demo dates across 12,400 opportunities. Momentum matters—every day of delay costs 3-5% conversion points.
Optifai auto-detects stalled opportunities and triggers proposal follow-ups before momentum fades.
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