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3 Sales Basics Still Stunting REVENUE GROWTH in Mature Orgs

$10's Million on the table. Happening in many orgs. hashtag#Revenue covers all sins. But when it plateaus...

....I'm brought in and...

...a methodical root cause analysis surfaces...

...reasons spanning the Market, Product & GTM... the GTM, many are basic hashtag#Sales process gaps


Orgs with...

→ Revenue in $50M, $100M+ 

→ Funding of $100's M+

→ Valuation of $1B+

...somehow still do not have formalized...

→ Sales Rep Prospecting (goals)

→ Objection Handling (approach)

→ Deal Qualification (framework)

(I'll elaborate in the comments)

How do you get that far 

without such fundamentals?

(I'll also elaborate on that in the comments)

And now to how $10's million is left on the table...


🟨🟨🟨 DO THE MATH 🟨🟨🟨

Solid research shows the following results

when each of these is invested in appropriately:

(1) Rep Prospecting Efforts:

⬆️ 15-33% increase in new biz revenue

(2) Objection Handling

⬆️ 18% more revenue

(3) Deal Qualification

⬆️ Over 15% higher lead-to-conversion 

⬆️ Over 10% higher forecast accuracy

Apply the math on all 3 above to your business.

How many $M's does that represent.


🟩🟩🟩 ACTION 🟩🟩🟩

If you're a hashtag#CEOhashtag#CRO , or hashtag#GM,

do the following TODAY:

(1) Confirm how many outbound prospecting

 calls, emails, hours, whatever

 are expected of each of your quota'd reps

 (new business hunting, not farming)

(2) Look at your objection handling playbook

 and ask how effective it seems

 (yes, you're using intuition vs data)

(3) Ask what % of your pipeline currently has

 the budget owner engaged, budget confirmed

 a decision criteria scorecard & client ROI estimate


If what you find from those actions feels insufficient

and the $ impact from doing the math is $10M+


And we can discuss 

methodical, effective frameworks

to improve each of these areas for growth.

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