Right now NRR is such a big part of the conversation, and with CAC being so high it makes sense to balance it out with a higher LTV. But unfortunately, what does that mean for sales teams?
We have to solve for high customer acquisition costs and with fewer dollars to compete in a market where fewer dollars are being spent, it's time to get creative with our pipeline generation.
One of the most common ways companies are finding success is by building out the right channels for partnerships. This could be companies that integrate into your ecosystem providing their customers the most optimal results by partnering with you and vice versa.
It could also be building out affiliates and ambassadors to help spread the good word, send qualified leads, and reap the benefits alongside your sales team.
We all know referrals close at a higher rate than cold outbound and even most inbound leads from a website or gated content, and this focus should be front and center for all revenue teams walking into 2024.
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