Getting a 360-Degree View of Your Business

I was on a call recently with a senior executive of a prospective client, discussing a potential engagement with our company. During our initial discovery meeting we uncovered key areas where my partner and I felt we could significantly contribute to their revenue growth goals. After the meeting, we wrote a proposed solution that addressed two main challenges this organization was experiencing with accelerating their new business revenue.

The Proposal

Our conviction in our proposed solution stemmed from decades of successfully leading teams and organizations to achieve success using the proven approach, methodology, and strategies outlined we outlined. We also made sure to reference a case study detailing another client in the same industry successfully combatting these exact challenges.

Our proposal included a few phases starting with an assessment of their current product market fit to ensure positioning, messaging and differentiation were optimized. The final phase focused on optimizing their go-to-market strategy, including support for their outbound sales execution.

To our surprise...

Upon reconnecting with this prospective client to get proposal feedback, they were not interested in the initial phase of work mentioned. Their preference was to jump right into establishing a sales execution framework and accelerate top of the funnel/lead generation activity.

We paused to listen and understand their rationale behind skipping product-market fit. The prospective client didn't feel it was necessary and opted to prioritize their outbound sales execution process, instead.

Many prospective clients come to us feeling run down and unsure of which areas of their business need support to achieve revenue growth. It's important to understand the nuanced factors that contribute to stagnation and commonly land organizations in a rut they have trouble breaking free from. While it's tempting to skip ahead to the areas that instinctively feel priority, it's crucial to take a close look at your foundation. There could be a number of cracks hidden beneath the surface that will continue to drag you under.

Understanding the intricacies of your your offer, your target customer, and how your offer fits into the marketplace amongst competitors is the best investment you could ever make.

Simply stated, you can hire the best sales talent, buy the best sales tools,

create a simple and repeatable sales process but ALL of that will still fail if you haven’t

thoughtfully and repeatedly reviewed your product market fit.

Many clients come to us having already wasted time and money on optimizing a sales

process for a product/service that is not currently aligned to the market and your ICPs’

needs. If your revenues are stalled, declining or simply not growing fast enough most executives immediately jump to adding more salespeople, more leads and more activity. Those can and should be considered as part of the solution, but we implore you to start by taking a moment to fully assess your revenue operations from product to sales execution. You might just find that your sales problem isn’t just a sales problem!

Looking for custom insights?

Many of our clients start with a free RevOps assessment to pinpoint their scalability challenges.