BACK TO BASICS - 7 Reminders

by Kevin Baumgart
January 6, 2015

As we role out a new month/quarter/year it's important to think back to what has gotten you to this point. What has made you successful? What has worked in the past? Below is a list of 7 basic but key areas that B2B startups need to keep always keep focus on.


1. It's still a numbers game

- The more prospecting calls you make, the more meetings you set, the more deals you close, and the more money you make


2. Measure everything

- Visibility and transparency - every team member should know where they stand at all times

- The only way to improve is to set aggressive goals, measure progress and strive to hit them


3. Battle to win customers – battle just as hard to keep them

- We all know how hard it is to win a customer -are we then putting just as much focus into keeping them happy?

- Is your Account Management or Customer Success process as dialed as your customer acquisition process?

- Getting a yes is just the beginning - make your recurring revenue predictable


4. Showcase your top performer

- As a sales leader it's critical to have the top performer that all other team members try to emulate

- Benchmark all other sales people against this persons performance

- Give the top performer time to address the team and review deal cycles with them


5. Always be prospecting

- I've mentioned in other blogs about separating the appointment setting role (BDR/SDR/SDM) with the deal closers (AE’s) - AE’s still need to prospect - they need to work just as hard as their inside rep to create new opportunities

- Keep a close eye on your close-able pipeline for each AE - it always happens that when they have a lot of deals in process they focus less on prospecting


6. Effort in - Production out

- Put in the time and effort - results will follow

-Determination, focus and effort can sometimes compensate heavily for skill and effectiveness 


7. Follow your sales process

- Follow the sales process you have created

- If you don't have a defined sales process - create one - map out successful deals - what happened and why - learn from every win and every loss


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