Lots of companies think they have a Sales & Marketing problem, but they actually have a business strategy problem.

Less than 50% of reps hit quota, but instead of looking inward and admitting they have a business strategy problem, they just fire their VP Sales and bring a new Sales leader in who’s set up to fail.

They blame their marketing team for not driving enough pipeline, and fire their team or agency, when in reality it’s because nobody actually wants their product.

This type of company has a deeply rooted business strategy problem that Sales & Marketing can’t solve:

-They sell a commodity (undifferentiated) product into a crowded category

-They are the 8th player in the category competing against a giant category leader

-They don’t do customer research so they try to be everything to everyone aka nothing to no one. And just expect that people are going to magically buy.

-Their GTM strategy simply won’t scale - yes, I’m talking to the companies that try to scale selling a $2k ACV product through an enterprise Sales team. The unit economics are awful and simply break when the flow of VC funding dries up.

-They raised too much money and now are handcuffed by impossible growth targets that makes their entire company always feel like they are playing from behind.

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Stop blaming your GTM team when you have a business strategy problem.

Your Marketing & Sales team can’t solve these issues for you. The only answer is to go back to the drawing board and build a solid business strategy for the next phase of growth.

Marketing & Sales can’t save a sh*tty company.