What's the framework for a CRO to decide whether to build two separate sales motions (organic vs M&A/upmarket) with distinct qualification rules, or force-fit both into a single process?
Quick take: Run separate motions when the buyer persona, deal size, sales cycle, or decision process differs by more than 50% between organic and upmarket/M&A-driven deals. Force-fit only when the differences are <30% across all dimensions.…
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