FAQ: B2B Sales and Technology Company Growth
I run TechMine and have worked with owners of B2B companies for years. I hear these questions every day in conversations with clients, in discovery meetings, in LinkedIn messages. I gathered them in one place and answered each one the way I would answer in a face-to-face conversation. No textbook theory. From the perspective of someone who sees these problems from the inside.
If you run a technology-based company and feel that sales could look different, there is a good chance you will find here a question you have been asking yourself.
I have divided them into categories of topics from the field of B2B sales and technology company growth.
B2B sales in a technology company
Sales process, pipeline, preparing proposals, follow-up, closing deals. What sales looks like when it stops being a set of random activities.
Intuitive sales vs systematic sales
The difference between a company that “somehow sells” and a company that knows why it sells. Levels of sales maturity, symptoms of intuitive sales and what moving to a systematic model means.
Client acquisition: outbound
Cold mailing, LinkedIn, reaching decision makers. How to actively look for B2B clients without looking like a spammer.
Client acquisition: inbound
Content, SEO, GEO, marketing leads, online visibility. How to make the right clients come to you on their own.
Sales process
What a sales process consists of, how to build it, implement it and measure it. The difference between a process and a set of activities, and why a CRM alone is not enough.
Salespeople
Hiring salespeople, onboarding, compensation, motivation. When to hire your first salesperson, why they sell worse than the owner and what to do about it.
B2B sales strategy
Ideal client, offer positioning, value proposition, pricing. The decisions that determine whether a company competes on price or on value.
Business model
Margin, project profitability, pricing services, retainer vs project. Why sales grows but the money does not, and how to fix it.
B2B sales management
KPIs, CRM, pipeline review, forecasting, reporting. How to manage sales based on data, not gut feeling.
Scaling a technology company
The growth threshold, loss of control, delegating sales, building a team. What breaks when a company grows faster than its operating model.
B2B marketing in a technology company
Marketing in a B2B technology company usually does not suffer from a lack of ideas or budget, but far more often from activities starting before any decision about who we are for and how we differ.
Technology company growth
Stagnation and growth of a technology company, changing the model, diversifying revenue, stepping out of operations. For owners who feel the company is standing still even though it is running.
SalesMachine: the B2B Sales System
A proprietary B2B sales system for technology companies. What it is, how it works, who it is for, how it differs from training and from hiring a sales director.
Author: Łukasz Zjawiński, entrepreneur, business advisor, B2B sales consultant and company growth consultant. Founder & Head of Consulting at TechMine. Creator of the SalesMachine B2B Sales System. He helps entrepreneurs scale their operations, overcome growth barriers and build a repeatable client acquisition system.