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!"
That doesn't sound very lean and it certainly isn't lean sales (whatever that might be.)
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)