Setting goals is something startups love to do.
We set aggressive revenue goals, customer acquisition goals, investment goals...
...but walk into a sales call?
Often it seems the only goal is to come out with a feeling of self-congratulation.
"It's going great! They really liked our pitch!"
When it comes to B2B sales, our ability to set concrete goals is lacking. Even when we make a concrete sales funnel, we often have a vague step called "Follow up" or "Get buy in."
This is a fundamentally bad practice.
(Shameless plug: I've been working with Sean K Murphy on combining some of our ideas on B2B sales and will be giving a first workshop on Jan 29: From Customer Interviews to Enterprise Sales)