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This is why the very largest enterprise software companies pursue the biggest customers; because they leverage the sales economies of larger accounts. Let’s contrast an inboundsalesteam at an SMB company and with an outboundsalesteam at an enterprise company where both companies spend the same per year in sales, about $0.75M.
Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the salesteam to convert 100 leads into product demos in one day. But, at the end of the day, the team did hit that first number. It sounded crazy at first.
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