The Deadly Sins of New B2B Sales Leaders

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In the Transform Sales Podcast #29, Gino Donati, Founder at Seed2C spoke to Amir Reiter about the challenges of new B2B sales leaders. They’re constantly under pressure to produce results and always learn new things. But if sales leaders make one of these deadly sins, they’ll quickly struggle in this competitive industry. Watch this video to know what they are!

In case you missed it…. these are the highlights

Who are your agency’s best-fit customers (as defined by products they sell and markets they want to sell into) and where is your agency’s best market located? 

Seed2C’s ideal customers are software companies with investor funding (Series B or less) selling products with ACV’s of $8000 to $10,000 into Western Europe, North America, and/or South America – where they can support clients looking to sell in English or Spanish. 

What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?

  • Don’t just hire more salespeople when sales are down. Instead, take a comprehensive look at your sales operations and analyze your entire funnel from top to bottom. Identify any leaks in the funnel and fix them before bringing in more salespeople.

“…Only after you’ve optimized your sales operations should you hire more salespeople for the job. Don’t fall into the trap of thinking that simply swapping out salespeople will solve your problems…”
  • Don’t make the mistake of prioritizing growth at all costs when it comes to expanding your sales. Even if you’re seeing good KPIs, take a step back to review if your current processes and technology are efficient and effective enough before moving forward.

“…Don’t be tempted by the need for speed or the desire to be first to market if it compromises accuracy and quality…”

Prioritize a strategic and thoughtful approach that emphasizes long-term growth and success over short-term gains when outsourcing sales.

  • Address any negative cultural attitudes towards sales.

“…Rather than demoniziong sales and pressuring salespeople to conform to a touchy-fleely, soft culture, prioritize a sales culture that values perfomrance and results, and encourages pushing people out of their comfort zones to achieve them…”

It’s also worth considering building sales teams outside of expensive cities that may not be as well-suited for this type of culture.

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