How Sales & Marketing Can Predict The Future With Company Data
Sales experts like Jason Lemkin have found that the higher an annual contract value (ACV) is, the longer it takes to close. For ACVs over $100,000, you’re looking at around a three month sales cycle. That’s a lot of time for your reps to spend chasing after accounts just because they have a famous logo.
When it comes to prioritizing accounts, sales teams need to weigh the difficulty of closing the deal with the ultimate payoff. In 2013, it would have been very difficult to sell to Yammer, with a long sales cycle to boot.
By leveraging company data, sales teams can start to predict the next great growth story and get in on the ground floor of outlier companies, without the pain of a long sales cycle or a competitive market.
For the rest of the strategy, how Slack's growth compares to Yammer, and tools to find company data, read the full post.