20Sales: The Biggest Sales Lessons Scaling Brex to $400M ARR, Why Startups are Doing Outbound Wrong and How to Fix It & Why Demand Gen is the Bottleneck for all Startups and How to Solve it with Sam Blond, Former CRO @ Brex
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
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Analyzing Sales Process and Demand Generation in Startups
Implementing a structured sales process, increasing founder involvement in sales activities, and prioritizing conversion over lead generation can lead to more effective sales outcomes. Many tech startups face a common issue where salespeople spend little time on customer-facing activities, mainly due to insufficient opportunities. This scarcity of opportunities can incentivize salespeople to mislead founders about the likelihood of closing deals. Startup growth is often limited by a lack of demand rather than conversion rates, which is frequently misidentified as the problem. Redirecting focus towards generating new demand instead of solely concentrating on existing opportunities can accelerate growth by addressing the true bottleneck.
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