Deel Vs Rippling Vs Cataloguing the Market

Cataloguing the Market V Corporate Espionage (Allegedly)
If this ISN'T the indicator to abandon Sales Led Growth Predictable Revenue modelling, and get back to connective fundamentals across the funnel, I don’t know what is 🤷‍♂️

NOW does everyone understand what I have been banging on about the commercial downstream repercussions of Failed Sales Development Industrial Complex and the utilisation of Predictable Revenue Modelling / MASS MQL sell the meeting crowd..

For those in the back Business Developments role has always been

Market Validation
Hard feedback loops from market, to sales, to marketing
Hard feedback loops from market, to sales, to CS

That all starts with :

Cataloguing the market

Why?

-lower the barrier to entry with your potential customers
-validate the wider market
-build rapport
-find the recipe that would win & when
- have permission to circle back and show them

What it gets you?

→ Who is with who
→ What do they like
→ What do they wish they could change
→ What would the winner tender need to contain
→ Permission to circle back - offer grass is greener audit / alternative

From there you have a hard feedback loop with marketing.

Which allows you to strike with precision, with what it will take to win, and what the winning recipe looks like.

IF your reps knew how to, and were encouraged to operate in this manner, with HARD FEEDBACK loops, aka Closed Circuit Selling from the market, with Sales back to Marketing, would their be any commercial requirement for alleged Corporate Espionage?

From there, you will likely make the RFP/Tender/Bid short list and deal room.

From there, You will invite the key stakeholders to a Live Quoting / Presentation Day.

From there, you will draft the mutually aligned Commercial Deal Pack.

Inclusive of the Communication Plan handover.

Making sense yet?