Hello CEO, COO, CRO and other C-level Executives. 2nd quarter in 2023 coming to a close and many challenges being fought within our financial services & real estate industry include:
Figuring out how to achieve the annual revenue and profit targets
Needing to build more in the qualified sales opportunity pipeline
Creating new revenue stream(s)
Requiring talent but the “right” talent, with the “right” skills, at the “right” cost
Reducing fulfillment cycle times
Open requisitions for the right talent at the right cost structures taking too long to
fill
Desiring more qualified leads without spending more
As questions around a looming recession persist, it feels like we may be stretching our
hibernation far beyond necessary. C-level leaders are cautious, and some are
struggling to take action or make investments, fearing wrong decisions. However, that
indecision is leading to drastically slower sales cycles and reduced win rates.
Based on our diagnostics, interviews, and the one-on-one conversations we are having
in 23 with the C-suite, they remain optimistic. Companies are still progressing, and
they see opportunities with their existing clientele. New logo deals are difficult to
close, but current customers have an increased appetite for cross-sell and up-sell
offers.
Our research and discussions reveal nearly half of net new bookings to come from new
customers. Based on what we are hearing and seeing from Heads of Sales/Revenue,
you might consider adjusting those projections.
Regardless of where your bookings come from this year, sales productivity should be
top of mind. Is your team set up for success? Our research at M. Allen suggests that it
is not.
Inside this brief, you will find our takes on various key topics, strategies, and areas that
our clients are dealing with this year. If you would like to learn or discover more about
what we are seeing with our clients and prospects.
Cheers to learning, discovering and achieving!