At any stage of growth for a B2B business, pipeline and qualified calls are very important to the health of the company. But specifically, at the Seed - Series A stages, this part is critical.
At this point, any company can be most likely grown through investor networks, relationships, referrals, etc.
The problem is that this is not scalable & it dries up. Meaning you always hit a wall with these.
That’s why it’s extremely important to build an acquisition system that can generate demand & leads for you. But, that’s not enough. This demand also needs to be converted into sales calls for your sales team (or founder at the beginning stages) to close deals.
Lots of companies will hire SDRs and spend months trying to ramp them up knowing fully well that this SDRs was just in college a few months ago and has no sales experience at all. (I know this because I have been this space for long)
So you spend a lot of resources getting this person ramped up & many times they underperform.
That’s exactly where many companies will likely be.
They may have exhausted network & referrals, now they may need a system to generate leads from cold traffic.
They had partnerships, but they weren’t giving them enough leads & deals to sustainably grow and hit targets.
Moral of this section: EVERY single B2B business needs to build an outbound system. Especially in the early stages of growth (Seed - Series A) and all stages of growth