I fought with my co-founder for this sales strategy which made $10k per month

Healthy arguments between founders is generally a good sign because it shows how serious they’re with their strategies to scale the business

So it all started with reviewing Q1 FY25 over the business leads and conversion ratios and I decided to change the way to interact with leads

My co-founder likes to work on quantitative method in which sales team has to invest only 11–15 minutes for one call to sell a product of $100 and if lead is interested in 1st attempt then it will be a followup else no

BUT HERE WHAT I CHANGED

I told sales team to talk around 30 min , 1 hr , even 2–3 days to a lead who is interested let them spend time with us knowing us , knowing about our company and more

As I had done a lot of practice in Consumer Behaviour , I knew the importance of psychological traits of human mind which prefer quality over quantity and while we’re stuck in talking to 100s of leads and sell our $100 services we started finding customers where we sold $300 services to same customer base our revenue surged 3x

So I could just summarise this experience as

1. Sales is more about quality connection
2. When Trust Builds over time , negotiation declines from customers end
3. 20 big deals can fetch us more money than 100 tiny deals

A good business has repeat customers and always remember that

80% of repeat business comes from 20% quality customers

So next time if you start to pitch for good sales , go for quality and not quantity

Have you encountered any such situation in past ?

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