One of the things that never ceases to amaze us is the total size of the Global 5000 companies as they relate to total economy of the world. Adding up the revenue of the 5000 companies, the total comes to $55.7 trillion. That is 70% of global GDP. Astounding.
How big a target market does a B2B company need? Particularly considering the fact that 5,000 accounts is a manageable number. It’s not like chasing 100’s of thousands of accounts.
On a regular basis, we come across all different lead handling schemes and sales alignment strategies. It seems simple to us that one would follow the money & make sure you are reaching out to those w/biggest pockets. If you’re going to climb mountains, why fiddle around on little hills?
Marketing and sales teams spend incredible resources on various sales/lead management intelligent schemes — and then they overlook the big pots of money. Maybe looking for holy grail??? Or a shortcut.
.
No matter how they come to managing the leads in front of the company, they still have to work them to get to the sale – – so why not go after the money ?