“Sales motion describes strategies and activities that a company implements to drive sales,” Pejman Pourmousa, Sumeru Equity Operating Partner explained.
“Many startups kick off their sales motion by simply following a round robin approach to prospecting and customer assignments for their sales teams.
Specifically, an inbound lead is received, qualified by a BDR (Business Development Rep), and that opportunity is handed to the next salesperson to take it.
Sales motion works for a period of time, until:
- You need to supplement inbound with outbound actions from both Marketing and Sales
- You need to double down and focus on your ICP (Ideal Customer Profile)
- You need to ensure every sales rep (land or/and expand) can identify a path to achieving their quota
- You need to run different sales motions based on the customers buying behaviors (i.e., land and expand play vs a nurture play)
- You need to move upmarket to higher ACV customers with more complex buying processes
- You need to create new pipeline avenues for both inbound and outbound actions
The solution to these challenges is transitioning to Account Based Selling, whereby your team’s efforts are organized around clusters of specific high-value customers.”
– Pejman Pourmousa, Sumeru Equity Operating Partner
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