Sales strategies that helped us 5x revenue in one year

The B2B SaaS space can turn into a bit of a war zone when it is rife with competition. And for any war, you need great strategies to win.

When you’re building a sales team in a relatively new but rapidly growing company, there are a couple of things you need to make sure you don’t do:

1. Spread yourself too thin (focusing on breadth over depth)
2. Spray and pray

Over the past year we used 5 simple sales strategies to 5x our sales-generated revenue. All of these strategies were created with the two points above in mind.

What we implemented is nothing new or ground breaking, but rather it is about how we leveraged them. I’ve not gone into detail about each strategy we deployed in this post. If you’d like to read about all that, you can check out our blog post.

Here’s what we did:

#1 Account Based Selling

ABM is a huge buzzword in the marketing space right now, but the much less spoken about account based selling strategy was our bread and butter to hitting new milestones.

One of the first things we did was understand which ICP we should target to get a lot more conversions based on historical metrics. We then religiously worked on hyper-personalizing our outreach for each of our target accounts and buyers. Doing this helped us improve our conversion rates and response rates significantly.

#2 Social Selling

Since most of our prospecting happens via LinkedIn, we wanted to make sure our sellers and sales leaders were active on the platform. All of them worked on publishing quality content, so when a prospect took a look at our profile, they knew we were coming from a place of genuine interest in helping them (as opposed to being buggy sellers).

This also helped us engage with prospects and decision-makers on the platform before we even reached out to them or floated the idea of their team using our product to improve their productivity and growth.

#3 Coordinated lead nurturing

We realized early on that curating the right kind of lead nurtures will allow us to push the lead through the different stages of the lead funnel and withstand the long sales cycles which seem to be the trend today.

We prioritized providing value over everything else. We created webinars, ebooks, and other valuable material that could be added to the nurture campaigns with the singular intention of helping them out. Our prospects found our content valuable, and they were able to trust us as a leader in the space.

#4 Focus on retaining and providing value to customers

While generating new leads is important, retaining your previous customers is even more important (the legendary “it costs 5 times more to acquire a new customer than to retain an existing one” quote from The Office US comes to mind).

One way we did that was by adding value to our existing contracts with our customers so that they get the best solutions for their problems. We assigned dedicated CSMs for all our clients so they had someone that could tend to all their queries and requests.

Whenever they wanted to upgrade, we made sure the solutions to their requests were built out to fit their use-cases in the best possible way to keep them satisfied with the product.

#5 Constantly improving our sales onboarding process

This is by far one of our most important strategies. We are a company that is focused on making sure we upskill and reskill our teams. Our CEO regularly shares tips, stats, and his know-hows on how to close deals, engage with prospects, and posts screenshots of good outreach emails as examples that our AEs have used to communicate with prospects, and more.

Interested in knowing more about how we successfully accomplished these things? Check out our blog post using the link below

https://www.slintel.com/blog/5-b2b-sales-strategies/