“Growth by any means” and fast-paced disruption has been the standard playbook in the SaaS industry for years. But as sales organizations tighten their belts, lead generation and pipeline has become more important than ever. But many companies are relying on old tactics that fail to meet the customer where they are. As a result, many are struggling to land deals. Fortunately, “The Great Reset” offers businesses the opportunity to revamp how they create pipeline, adapting to the way customers buy and innovating to thrive in a digital buying landscape.
Scalable, strategic, and predictable growth is now the goal, and SaaS companies are finding “well-optimized and thoughtful, predictable, scalable [ways]” to maximize returns, according to Andrea Kayal, CRO at Teampay. That’s why Pavilion teamed up with Qualified to uncover insights from revenue team leaders on how to keep up with the changes brought about by “The Great Reset” and adapt processes to optimize revenue generation.
A revenue generation reset
To help your business make the most of your pipeline and create revenue in tough times, Pavilion and Qualified have identified a few common reasons you might be struggling with pipeline generation during The Great Reset.
You’re focused on the wrong things: It’s tempting to confront difficult economic times by pouring money and effort into every front and hoping something works, but the businesses that will thrive in today’s market are the ones that align their goals with clear metrics and focus on what is working.
You’re ignoring your existing customer base: It’s much easier to keep a customer than to find a new one, so focus on your existing customer base and invest energy in cross-selling and upselling to create revenue.
You’re reactive instead of proactive: Instead of reacting to market stimuli, create a proactive plan for weathering a turbulent economy that relies on efficiency and needs voiced by your customers.
Luckily, there are remedies for each of these problems. The primary focus should be on meeting the customer where they are and aligning your strategy to modern ways of doing business. To help you succeed, Pavilion and Qualified have outlined three core solutions to address your pipeline problems:
Focus on and align metrics: Instead of trying every tactic and coming up with more of the same pipeline, try aligning your efforts with your KPIs, focusing on provable metrics to guide your investments of time and money.
Optimize tech tools to reach the right buyer at the right time: Sales reps should be spending their time developing and closing deals, not doing mundane pipeline generation tasks. Invest in tools like AI that help you identify and prioritize leads that will help you meet your proactive KPIs and move customers down the funnel.
Invest in community: When it comes to generating pipeline, your customers are your best advocates. Investing in solving customer problems will increase loyalty and word-of-mouth sales and help generate pipeline through existing customer accounts.
For more information on how leading companies are driving pipeline growth during The Great Reset, check out Pavilion’s ebook here.