I have seen this scenario play out several times. A B2B startup comes out of its initial stages, achieves a good degree of product market fit and now is stepping up the gas on sales. To accelerate sales, they need to execute a standardized sales process, get data-driven in their decision-making, manage goals, onboard their [...]
One maxim comes to mind whenever the topic of a lost B2B sales deal emerges: “Experience makes you wise.” No, it’s not something our grandparents and parents say for fun; I’ve realized this the hard way. A deal can die for several unexplained and unaccountable reasons even when the requisite preparation is flawless, which is [...]
The nature of B2B sales has been changing over the years. This change process has accelerated in recent times with the enlarged role that social media is playing. In this post, we will look at the challenges a B2B sales organization faces today and the strategies to overcome them. But first, let’s understand what we [...]
B2B sales recruiting is critical if you want sales acceleration. The right team can result in millions of dollars in future business. Hiring a wrong team member – yes, even just one, can mean slower sales growth and, equally importantly, a tremendous amount of management bandwidth wasted. Hiring also has to be done within the [...]
As we had mentioned in our post of B2B sales acceleration, if you are gunning for a significantly higher sales number than the previous year, your sales team will have to chase down a commensurately higher number of leads. Your existing team may not have the capacity to address this increased lead flow. You may [...]
As outlined in our previous post on B2B sales acceleration, the starting point for accelerating sales is to increase the number of high quality leads that a business generates.
Inbound selling has proven to be the most effective method in increasing the number of high-quality leads. Inbound selling, if done well, has the power to attract the ideal lead i.e. an organization with a problem that your product solves and who is ready to buy right away. Also it can achieve this at scale.
If you are an experienced B2B sales leader or an entrepreneur with a B2B offering, one thing you surely must have been asked to achieve is sales targets that are exponentially higher than the previous year. That’s where B2B sales acceleration comes into play. Sales acceleration is the process of increasing the velocity of the [...]
Hero Fincorp, an NBFC (Non-Banking Finance Company), has adopted 19th Mile for its field sales teams of SME and Emerging Corporate lines of businesses. Hero Fincorp operates out of 35 + locations and has close to 100 plus resources across the 2 LOBs in the direct sales organization. With the majority of sales members coming [...]
Benjamin Sanders started out, as most young sales people do, with ambitious dreams and a spirit to match. Sanders was a born salesman. His clients couldn’t resist his honest charm, his helpful attitude, and his ability to cut through the noise and give them what they needed. It was no wonder, then, that Sanders quickly […]
Let’s say you have a sales team of 20 people. How many of them are sales rock stars? Chances are, no more than 2 or 3. You probably have another 5 who are pretty good. They can get the job done, with a bit of guidance. What about the rest? Perhaps they show potential, but […]