As we kick off the start of Q4, I am excited to report that our sales pipeline is starting to see an upwards trend after months of iterating, and sometimes failing, on our sales strategy.
We’ve learnt a lot about which outreach methods work well and which work poorly in our industry. For example, in our industry, attempting to re-reach out to anyone who we last contacted over a year ago is likely to result in a large number of bounces. People move roles and organizations fairly often, so keeping in close contact is incredibly important.
What we’ve found works best is to keep in touch with folks as they move from role to role, org to org, and bring along with them their favorite frontline resources, like FocusMDM.
We’ve also noticed that the most powerful form of marketing, as is true with the age old wisdom, is word of mouth. Our biggest opportunities in the pipeline today are those that were introduced to us by happy customers who had positive experiences with our product, and more importantly, our team.
But once we’re in touch with an ideal client, our job of giving them the tool they need only gets harder. Tshiamo Shole, the newest member of the sales team on FocusMDM, said, “My real challenge starts after pitching and demoing, where my leads can take a very long time to go into the negotiation stage. Funding and timing restrictions are the two most common reasons given for delays in getting into the contracting phase.”
Even when clients are ready to purchase an MDM to support their implementation project, numerous challenges still stand in the way of allowing them to move forward with the tool they’ve identified to solve their problem. We hope we can resolve each of these challenges in due time to ensure their data and privacy needs are met in the shortest possible timeline.
As we continue iterating on our sales and retention strategy, learning new insights and methods to identify the right person, the right time, and the right opportunities, I am looking forward to seeing this graph get better and better.
Revenue Graph
