When scaling a B2B company, the initial challenge we typically address is a weak infrastructure. Attempting to scale without robust operations and a solid backend in place is a sure path to increased churn rates and revenue loss.

The roadmap to enhancing operations varies across industries, as each company possesses unique service delivery methods, sales processes, and team structures.

Improving your close rate through an effective sales process.

Many companies overlook the sales process and sales cycle they utilize. In a B2B setting, the sales process is the key to closing more clients and scaling as predictably as possible.

What occurs between each sales call, touchpoint, and individual email can significantly influence the outcome of the sale.

Often in these settings, there is a long sales cycle, which increases the risk of prospects getting cold feet or completely forgetting about you. An effective sales process mitigates this risk.

If you have a discovery call with a prospect, it is essential to send them materials, case studies, and resources before the second call to pre-sell them & warm them up as much as possible.

This can all be done automatically with a CRM, make.com & a copywriter..

When does the sale actually happen?

A common misconception in B2B sales is that the sale happens during the call. In reality, the sale occurs in the background between calls when the prospect discusses the opportunity with business partners, leadership, and other stakeholders. This is why consistent touchpoints every 2-3 days are crucial, even if the sales process extends over six months.