B2B Sales increase
by 30%
Challenge:
increase number of bookings and boost sales for a B2B early stage startup
Company:
Advisable, a freelance platform connecting companies with amazing marketing talent
Approach:
Due to my extensive B2B sales background within the marketing area, I joined Advisable to revamp their sales function and increase closing rates by improving the quality of:
1) our sales calls with leads
2) talent recommendation
Every successful AE’s homework is to understand the product they are representing inside and out.
In this case, I could talk about any type of marketing activity or skill with a lead for hours, but what truly drove interest on the potential customers’ end was seeing me understanding their end goal.
For a CEO/founder of an early stage startup, that was effortlessly finding someone for the job; for a Head of Product or Marketing that was sourcing talent who will make them shine in their company as the one who sourced that hire.
Execution
The first touchpoint with a lead should tackle where your product will take them, not its main features.
The first encounter with the product solution should be highly tailored to the lead’s needs.
In my case, we are talking about talent that the platform (with my input) recommended to the warm lead. The 3 selected recommendations were 100% reflecting all the necessities the lead briefed us with (f.e. industry experience or market insight), in order to make an easy decision and hire.
This approach can be translated to different SaaS products, f.e. if you have a sign-up process where the user specifies what are their expectations or needs, then the product onboarding should first focus on the the features user signed up for (vs the entire list of features).
6-month sales growth
- Time
- Closed deals
- Time
- Closed deals