Welcome back to another edition of "The Question You Should Be Asking Yourself," where we delve into strategic inquiries that can turbocharge your business to business growth. In this edition, we're shining a light on a metric we consider a North star for aligning B2B revenue growth with your business's unique needs:
“What acquisition channel, and more specifically, campaign, is generating your BEST DEALS?”
Why is this question so crucial? Because growth isn't a one-size-fits-all equation. While some businesses prioritize high contract values, others might be laser-focused on short sales cycles to ensure immediate cash flow. In addition, many businesses compartmentalize marketing and sales, treating them as separate entities. But in the holistic pursuit of growth, these functions must work in tandem. By identifying the acquisition channel and, more importantly, the specific campaign driving your best deals (as defined by your unique needs), you gain invaluable insight to optimize your entire revenue funnel.
Here's the catch: defining a "best deal" varies significantly across different businesses. It might be a contract exceeding your average value, but I urge you to take a step back and consider both your immediate needs and long-term goals.
For instance, a startup facing cash flow challenges might prioritize deals with the shortest sales cycles.
Feeling overwhelmed by finding this data? Don't worry, you're not alone! In complete transparency, this is the hardest part for most businesses, and it doesn't have to be. Reach out to our team of experts and LTO will share some handy tools to help you easily access these valuable metrics for your business.
Remember, uncovering your North Star metric is crucial for optimizing your revenue growth strategy. So, ask yourself the question, "What acquisition channel and campaign are generating my best deals?" and unlock the path towards sustainable and targeted growth for your business.
