Franck DebaneDigital Evolution

Untangling B2B sales goals, by Tristan Kromer

By 1 min read Marketing, StartupLinkedIn

Untangling B2B Sales Goals great practical wisdom from Tristan Kromer

Untangling B2B Sales Goals

Tristan Kromer: startups set aggressive revenue targets, then walk into sales meetings with no goal beyond « it went well ». Each stage of a B2B funnel should be defined by the concrete action needed next, such as finding the economic buyer or identifying the situation, the pain and its impact, so that a stalled sale shows where the process breaks.

Source: Tristan Kromer (Kromatic)

First published on LinkedIn on January 27, 2015. View the original post

Franck Debane helps large companies build new ventures with Forward Partners: about a hundred programmes in more than 50 companies since 2012. He wrote Passez en mode startup (Eyrolles, 2021) and organises the Lead Innovation Day.