Mark Osborne explains why moving upmarket fails as a pure sales strategy. You need to start with product changes and your ICP, then use CRM data to find which customer segments close fastest, have the shortest sales cycles, and generate the biggest deals.
And so now you're naturally thinking, well, maybe we're gonna move upmarket. But the idea of moving upmarket is not a sales play, right? It actually has to start with product, right? Yeah. And so when we run through, so the way that we solve this kind of issue is we do what I would step number 1, right? Like, let's go back to our ideal customer profile. This is taking who we know we can sell today and looking at where are the green shoots for our next available account or segment or a firmographic or segment, ICP segment. Sure. And, and when you do that exercise in like a data-backed way, so taking your CRM data and you're looking for, you know, what's our highest propensity to buy, meaning we have great close rates, shortest sales cycle, highest deal size, lowest churn.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
