06 Mar 2023

2022 in general, and the second half in particular, have been tough in the markets, and thus in Sales.

I'm glad I decided to take a sabbatical mid-last year, with the Tech recession in progress.

It's still not looking good 6 months later, but:

1. it's important to know the environment you're selling in, to adjust strategies & tactics for maximum impact (eg switch from ROI to cost savings playbook)
2. it might get better soon now (ie in a few months)
3. I've been there before (post 2008 financial crisis, selling a premium solution)
4. if building a team & processes, I'm scrappy & effective enough to do it with less resources than most (eg less budget, less time, less people, etc.)

Sales

from Bravado

"Q4 was a bloodbath. Only 22% of sales reps hit quota."

Full report here:

from David Spitz, Founder @ Benchinsights

"concerning trends in traction SELLING BIG DEALS & NEW CUSTOMER SALES"

from Jacco van der Kooij, Founder @ Winning By Design

"We are seeing a steep decline in win rates across regions, sectors, and markets"

VC funding

24 Feb 2023