CHIEF SALES OFFICER
Effectively Deploy and Equip your Sales Organization
Sales organizations in growing markets have an interesting challenge. Where to focus first? How to arm our capture teams with great market-specific intelligence?
When there are not enough Marketing Qualified Leads (MQLs) coming in, it is time to reach out. And we’ve never met a sales leader who said they have too many good leads.
You want your eager, energetic team to spend the maximum time in front of the right prospects. Business Intelligence (BI) can help you with sales strategy and execution by precisely targeting the best future customers.
How can FirmoGraphs help? We configure effective, ready-to-use Business Intelligence (BI) to identify your best prospects. These are often prospects that look like your best customers.
Armed with BI, you can set relevant, motivating goals aligned with Board / Investor targets. You can set realistic but challenging quotas, and establish defensible territories. These are difficult tasks in the absence of the data-driven insights Firmographs provides.
For example, these quotas may be goals you set for each capture team
- Win 10 out of 100 potential new logos, increasing our market penetration by 10%
- Increase the sell-through of all of our product lines in existing accounts, measured by key account revenue growth of at least 15%
When your capture teams are in front of these carefully-targeted prospects, they’ll have a critical advantage...relevant operational BI. Imagine doing discovery already knowing the base facts. Enjoy stronger trusted advisor relationships, shorter sales cycles, and faster time to revenue.