In this new era of getting to #DefaultThrive fast, we know that efficient growth for B2B tech firms (whether FinTech or not) is existential.
There is gold in the hopes and dreams that live within your data. No one ever thinks there can be so much hidden in your CRM. Leverage it to learn from your behaviour and grow your revenue. Increase profit by analysing the data in the context of the market.
Based on the work we’ve done here are some of the keys to unlocking that value.
1. What is driving your win / loss rate?
2. What is the external market perspective on this – do you understand the drivers from your customers that will cause them to crawl over broken glass to get to you? There’s likely 5x shift in the value and adoption of customers you understand innately and drive best performance with.
3. What is the outside in insight you are using with your customers in the sales process? We know that providing outside in insight on their place in the world and your ability to affect that will drive a 3-7x shift in pipeline conversion.
4. And last but not least, how is your sales behaviour affecting your success? See the killer facts on the importance of timeliness below.