Companies often struggle with B2B sales growth due to misalignment between management's expectations and sales quotas, lack of suitable sales tools, and an excessive focus on new client acquisition rather than nurturing existing customers. Evidence suggests that sales productivity and conversions decline when the organization's policies or software hinder sales teams, and it is more beneficial to engage current clients for upselling and loyalty. A thorough internal review of practices and policies can uncover growth opportunities to address these issues.

1. Why AreYou Struggling
to Increase B2B Sales?

2. Whether your company is a startup that’s seen some success
or an established firm, one pain point haunts it eventually:
stagnated sales growth. How did it happen? What’s the root
cause?

3. Sales’ goals
undercut
organizational
goals.
1.
Companies without a partnership between management’s
expectations and sales’ quotas often miss their sales growth
targets. Without a roadmap to success and market data to
back it up, the executive team can’t envision the future.

4. Evidence that
your company’s
goals may be
misaligned with
your sales team
goals:
2.
• Shifting revenue targets throughout the lifecycle of goal.
• Revising budgets to achieve the revenue goal.
• Defeated sales team that believes goals are unobtainable.

5. Sales tools, or
lack thereof,
aren’t helping
sales rep
productivity and
conversion.
Why should sales reps spend time with manual tasks
(scheduling, note keeping) that could be automated with the
right CRM solution? Evidence increasingly shows that
conversion suffers when a CRM doesn’t fit sales teams’
unique needs.
3.

6. Sales tools, or
lack thereof,
aren’t helping
sales rep
productivity and
conversion.
Conversion decreases up to 12% when salespeople
operate in “high burden” organizations. That is,
businesses that have policies, culture or – in this case –
software (or lack of software) that hinder salespeople
more than help them.
3.cont’d

7. The focus is on
new client
acquisition.
4.
When salespeople dream of a perfect deal,
typically it’s with a new client. But studies* show
that it’s easier to sell to a current client. This
increases revenue and loyalty.
*pulled from:
https://financesonline.com/
how-to-increase-b2b-sales-
5-factors-you-should-keep-
in-mind/

8. The focus is on
new client
acquisition.
4.cont’d
It should be your company’s priority to keep existing customers
engaged through upselling, cross-selling and with an incentive
program, further creating loyalty. Research shows that existing
customers:
• Spend more on your products*
• Close deals quicker and faster than
new clients*
• And reduce costs* *Pulled from:
http://agocluytens.com/sell
ing-to-existing-customers/

9. If you’re struggling to increase B2B sales, it’s a
sign that your company should take a deep,
internal look into the practices and policies that
have brought it there. Far from a punishment, it’s
a moment to set up growth opportunities.
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