??Revealed: The 10 Pillars of a Predictable B2B Tech Sales Machine

Happy weekend to you and thanks for taking time out to read.

In today's edition, I am revealing our overall approach when working with a client.

These 10 areas are refined over the last 10 years working with 100s of tech companies.

In my experience, this system is the backbone of every tech startup, and growing technology businesses aspiring to have predictable and profitable sales!

We're breaking the proven "No B.S. System" and looking at how you can start and build a system in your organization.

The Predictable & Profitable Technology Sales System

Now, before I get into the details, I prefer to start with WHY?

Why should you even consider building such a system in the first place??

1. It breaks that visibly complex and difficult operations into smaller manageable pieces.
2. It helps to keep a consistent focus on each part of the machine.
3. It helps bring sales discipline and build an accountability culture in your org.

Let's jump into the details of these 10 pillars...

1. ?? Solution Approach

Define a clear solution strategy aligned with customer needs and market trends. Continuously refine and adapt the approach based on feedback and insights. Integrate MANT-C and SIAM in your sales process.

2. ?? Vision Driven Sales Process - LG2D, BBC, KPIs

Establish a sales process that reflects the company's vision and goals. Incorporate lead generation, buyer behavior, and key performance indicators.

3. ?? Accountability KPI across Sales/Pre/Post- Rewards & Penalty

Set clear accountability measures for pre-sales, sales, and post-sales teams. Implement a rewards and penalty system to motivate performance and ensuring targets are met.

4. ?? Sales Rituals - 13/52W Forecasting & Commit

Conduct regular sales rituals, such as 13-week and 52-week forecasting sessions. Encourage team commitment to these rituals to maintain focus and track progress.

5. ?? Lead Management/ Prospecting/Marketing System - Offline/Online

Develop a robust lead management and prospecting system for both offline and online channels. Integrate marketing efforts to support lead generation and nurturing.

6. ?? Reviews System - QBR, HY, Y

Implement a structured review system, including quarterly, half-yearly, and yearly reviews. Use these reviews to assess performance, identify areas for improvement, and make data-driven decisions.

7. ?? Profitability Audit System - Teams, Products, Solutions, LOBs, Territory, Accounts

Regularly conduct profitability audits across various dimensions, such as teams, products, and accounts.

8. ?? Delegation Structure - field sales, services

Establish a clear delegation structure for field sales and service teams. Ensure roles and responsibilities are well-defined to facilitate smooth operations and customer support.

9. ?? Digital Presence - SM, Emails, Hybrid Prospecting, Webinars, Personal Branding, SEO, Content Marketing

Build a strong digital presence through social media, email marketing, and content marketing. Leverage webinars, personal branding, and SEO to attract and engage potential customers.

10. ?? Skills & Competency Development Calendar- Pre/Post/Sales

Create a comprehensive skills and competency development plan for pre-sales, sales, and post-sales teams. Regularly update and align the plan with industry trends and organizational goals.

By implementing these 10 pillars, you'll create a Tech SalesOS that not only drives consistent, profitable growth but also sets your B2B tech business up for long-term success.

Ready to take your sales to the next level?

Let's connect and discuss how we can work together to build a winning Tech SalesOS for your organization.

Here's to your success! ??

Rajneesh

PS: I am updating the $100m BP guide, meanwhile if you want to access?the pdf version that has already helped 100+ companies and the video walkthrough, you can find it here in the PS section - Click here.