Nearbound use to be part of the skillset, here is how.

→ Sales Led Growth & Predictable Revenue™ Inc. modelling, has WASHED out the skillsets that were fundamentals across the funnel
→ Sales Led Growth - Has REMOVED the traditional learning pathway CS -> BD > Marketing / C Suite.

We simply do not see, the transition path way from CS to get a chance at promotion into BD.

And without this, the proof is in the pudding, we don’t see the additional skillset in either direction.

SO LET’S TALK COMMERCIAL REPERCUSSIONS :

Entry Level BD’s dont know the commercial aspects of the deal

- Validated the market
- Who is with who
- What they like
- What they dont
- When they are up for renewal
- What it would take to look at grass is Grenier scenarios
- What the annual contract value is, versus potential contract value
- If there will be any sticky components in Credit & Legal - Is it worth our time?

WHY

Since the predictable revenue machine, BD has been taught to spam the market for meetings only, not build rapport and validate the market.

Entry level CSM’s don’t ask the near bound questions, which use to be part of the commercial handover pack between BD - CS.

- CSM’s use to ask near bound onset, upsell, opportunity spot when completing settlement/onboarding from the commercial deal pack and running over the Communication Plan, live with the new client.

IT’S BROKEN AT BOTH ENDS.

Let’s get back to that.

@b2b playbook x @closed circuit selling =

@chief revenue school, the curriculum on marketing, sales and customer success - helps you change that.

Gives you direct access to the connective fundamental actions across the funnel, that are severely lacking at market.