If you're selling to the Mid Market or Enterprise, this is what's happening, SDRs and Marketers: :- What do they want to do?👉 - Build Meaningful Relations, generate demand, and get creative with their work :- What do they actually do?❌- Be part of tons of useless outreaches and post comments inside communities to abuse their company for messing this up. Revenue Leaders: :- What do they want to do?👉- Build an amazing Demand Generation engine that is efficient, scalable, and sustainable. :- What do they actually do?❌- Push the sales teams to do more of what they are already doing and inflate the data to meet their goals. Founders: :- What do they want to do?👉- Repeat the "Hyper-Growth Story" to the stakeholders(Cause that is what they are supposed to do). :- What do they actually do?❌- Repeat/Frame the "Hyper-Growth Story" to the stakeholders. If you resonate with the above lines, whether a leader or an SDR and are genuinely concerned about the efficiency of your Revenue Engine, you must do the below in Q4. 1. 𝗖𝗿𝗲𝗮𝘁𝗲/𝗨𝗽𝗱𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗧𝗶𝗲𝗿𝘀(𝟯-𝟱 𝗜𝗱𝗲𝗮𝗹𝗹𝘆) and map them with the company size, plan/product type. 2. 𝗦𝘁𝗮𝗿𝘁 𝗺𝗲𝗮𝘀𝘂𝗿𝗶𝗻𝗴 𝘁𝗵𝗲 𝗦𝗼𝘂𝗿𝗰𝗲𝘀 𝗮𝗻𝗱 𝗔𝗰𝘁𝗶𝗼𝗻𝘀 𝘁𝗼 𝗢𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆- If a customer clicks a website link from G2, G2 becomes the source, and that link click becomes the action. 💡Segment everyone on basis of account actions and sources/channels. 3. 𝗦𝘁𝗮𝗿𝘁 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝗻𝗴 𝗔𝗰𝗰𝗼𝘂𝗻𝘁 𝗟𝗲𝘃𝗲𝗹 𝗝𝗼𝘂𝗿𝗻𝗲𝘆𝘀 of your Top, Mid, and Bottom Tier Accounts using Revenue Visualization and Attribution tools. From the first online/offline touch they got to know you about, to the blog they resonated with to the action they took. 💡Tip: Do include Self Reported Attribution or any kind of qualitative feedback intake from your leads/opportunities/customers. 4. 𝗗𝗲𝘀𝗶𝗴𝗻 𝗮𝗻𝗱 𝗧𝗲𝘀𝘁 𝗔𝘀𝘀𝘂𝗺𝗽𝘁𝗶𝗼𝗻𝘀 𝘁𝗼 𝗜𝗻𝘃𝗮𝗹𝗶𝗱𝗮𝘁𝗲- When you would do the above 2, you'll start to observe trends or patterns. You will need to validate or invalidate these patterns by doing Customer Interviews, 💡"My leads want to know how I would get them to 2x their pipeline opportunity in the next 6 Months within a week" 5. 𝗦𝘁𝗮𝗿𝘁 𝗠𝗮𝗽𝗽𝗶𝗻𝗴 𝗲𝘃𝗲𝗿𝘆 𝗼𝗽𝗽𝗼𝗿𝘁𝘂𝗻𝗶𝘁𝘆 with the above data for Velocity, Time Spent per Rep, and CAC, Prioritize your resources according to how long/expensive as well as converting any lead gen activity should be. 💡If this seems long-term or expensive, start with a couple of reps, only 1 account tier for 6 weeks, You would then have a solid understanding of scaling this to your full sales and marketing org.