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Most of the time when B2B tech companies have growth issues there are a couple of things that we should always look at and review first. Here are just three common areas to review first (1/4).
Customer Selection. Often we see a pipeline full of customers that will never buy, can't buy or just won't buy. The science of customer selection is a key asset for any organisation. Understand your customers well and look for more just like them (2/4).
The Sales Process. Ever seen a B2B sales pipeline with a stack of late-stage stalled out deals - and nobody knows why? Lack of granularity in the sales process at the back end will help you diagnose this - for a start. Learn how to forecast properly too (3/4).
Sustainability. In the early days, a startup is usually founder-led sales. The challenge comes when you try to scale that to a team of people and find go to market fit. If you don't know your data model, benchmark conversions and unit economics - you're flying blind(4/4).
