This usually shows up right after the first sales hires. Activity goes up - more leads, more demos. But downstream, nothing really improves.
Deals don’t close. Cycles get longer. In most cases, this isn’t an activity problem.
It’s a lack of clarity:
- Who is the ideal customer really?
- What is their actual business case?
- What outcome justifies the investment?
Without that, every new client turns into a custom project. Features are missing. Time to market increases. Sales becomes inefficient. And, scaling breaks.
🧠💡Clarity first, then sales activity - book your GTM audit! #b2bsales #techfounders #salesleadership