In a downturn, sales teams that are accustomed to hitting quotas from inbound sources may suddenly find significant gaps in coverage as budgets tighten, projects are cut or postponed, and sales cycles lengthen. Indeed, elongated sales cycles have emerged as one of the most common themes from recent earnings calls.
Of course, it’s not just in a downturn that companies find their inbound engine is no longer enough to drive business. Whether you’re operating in a down market or your inbound motion has just reached its saturation point, in my experience, there’s only one cure for elongated sales cycles and pipeline deficits:
Go outbound and build more pipeline!
This can be a real shock to the inbound-driven, “create and close” culture of many growth stage startups. For most sales reps and frontline managers, building pipeline is the least fun part of the job, and very few account executives (AEs) or frontline managers will want to do the grunt work of…
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