The sales machine at any B2B company has to be fine-tuned, well-oiled, and running full speed to truly make a difference to the bottom line. I believe that many companies suffer simply because they’re so dependent upon new business via cold calls, but their staff doesn’t have the right team in place to do the hard work to achieve success.
A CEO recently shared with me Sales and Marketing Metrics for successful Software as a Service companies by Insight Venture Partners – and the numbers may shock you. It takes a ton of work to acquire a new customer. You can’t have a team that’s not coming into work sprinting every day and expect to make a difference.
Or can you? There is one source of B2B business that converts much higher than any other that you may not be taking advantage of.