This week I've had the pleasure of 2 packed half days working with a team of consultants to establish sales behaviours. The team are ready to accelerate their business development activity. The key focus was on originating new leads from their networks and existing accounts, so referrals and key account management. Very good engagement from all and a lengthy list of actions taken away by the Chair of their Sales & Marketing Committee.
The top three sources of revenue for any B2B business are likely to be
Your existing customers
Referrals
Coat tailing.
Do you know your top performing lead sources and your conversion ratios from each? These should inform critical top of funnel leading indicators that you monitor for the future health of your business.
[Image from salesforce.com]
05/11/24
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Thomas Coles