And yes, you do. However, even if your teeth aren't falling out of your head, isn't it safe to assume you go to the dentist every 6 months for a cleaning and a checkup? Or you visit your PCP once a year to ensure you are in peak physical condition? Just as you would do these things to maintain and optimize your health, isn't it just as important to optimize your sales funnel throughout the year?
Great sales leaders are constantly evaluating which resources they need to make their sales team more effective. Is your sales organization struggling to move early opportunities to closure? It might be something that isn't intuitive at all. A large majority of Hard Tech start-ups, at some point, will suffer through a pipeline challenge where there is rapid growth in the front end, but there's an acceleration problem through the pipeline to close business. At MO, we call this a funnel velocity problem. Why is it happening? How do you know that a particular deal in the funnel is healthy or not healthy? Other than, "Oh, my biggest supporter in the account told me things are good."
Fortunately, we can structure a solution for you and your team. We've successfully worked with multiple VPs in the Hard Tech B2B space to identify these problems and give their teams tools they can explore and use to move deals forward. We've also worked with sales leadership and shown them how to train their teams to use these tools to accelerate their deal conversion rates rapidly.
Optimizing your sales funnel is about maximizing sales and accelerating growth. But you know this. However, your team must dig deeper into complex, multi-constituent buying processes.
Penetrating large accounts:
Does your team understand the Customer's Journey? Do they know how to identify different roles in the customer account? What is the sales chronology in the account? In a multi-constituent buying process, our tools allow them to pinpoint areas where leads are getting stuck or dropping off, enabling the sales team to take corrective action swiftly.
Maximizing Efficiency:
Markets are constantly evolving, and what worked yesterday may not work tomorrow. Regularly reviewing and optimizing your sales funnel ensures that you stay agile and responsive to shifting market dynamics, giving you a competitive edge in a rapidly changing landscape.
So, how can you ensure that your sales funnel remains in peak condition year-round? Just as you prioritize your health with regular checkups, make it a priority to assess and optimize your sales strategy regularly. Your board of directors, CEO, and ultimately, your bottom line will thank you.
Because when it comes to driving growth, you've got this.
Would you like to continue the conversation? Contact us to start one with Ron Tousignant, Sales Systems and Scalability Lead at Market Operandi.