Sales Effort = Volume(Creative) + Consistency
This entire bible is focused on new business, person-to-person sales efforts but discusses baseline work that needs to be done first, or in certain environments, in lieu of person-to-person efforts. It’s very high-level. It was initially created for new hires at Neyborly. But should offer an insight to how I think and how I believe any organization should begin to think regarding sales efforts.
The right sales effort produces three times (or more) in return on salespersons compensation. If average deal size is <$4000k in ARR marketing efforts should be optimized prior to hiring prospecting account executives or sales people.
Low Hanging Fruit + Table Stakes