"Should we move up market?

"If you've been working in a B2B GTM Team in the last 24 months you will have definitely have heard something like this. We're either going up so we can increase ACV, or we're going down so we can establish a higher frequency, more predictable deal flow.

Salvation is on the other side!

So, from a sales perspective, how do you know if you should break into a new segment? and how do you know if it's turned out to be the right decision?

Glorious new logo wins aside, answering these questions is not just about top line and big new customers.

In a recent conversation with Brent Holloway @ Saas Sales Advisors, we discussed how you can use the sales formula (and some careful assumptions) to measure which segment, or sub segment, returns the most on your hard-working team's time. Using a combination of capacity, win rate, ACV and sales cycle to answer the question it's sometimes hard to answer - is this really working?

A simple, but immensely valuable piece of analysis for any Revenue Operations or Sales leader.

Check out the full article (and excel template) by Brent Holloway in his own article here...!