Ledge joined Tabitha Thomas on the Digital Agency Insiders podcast to talk about sales strategy, and how to focus your B2B business on the operations and execution needed to underpin successful revenue growth.
In this episode, Ledge talks about Add1Zero’s creative process to give ugly and disorganized sales workflows a facelift by exploring strategies that are both proven and tailor-made for a specific company. He also dives in on how to leverage these strategies to get better results for B2B clients, agencies or otherwise.
Focus on what you do best and hire for the rest
In entrepreneurship there’s a natural tendency to get intimidated by all the things that need to be done. Focus gives you the ability to see a much clearer picture and optimize the use of the company’s resources. All you need to do is get crystal clear (by asking real customers) on where your value really lives and double/triple down on that.
Telling is Selling
A lot of times founders miss one key area of early selling: tell everyone what you do! It’s so easy to sit around waiting for the proverbial phone to ring, or for that lead form to get submitted, or paying a ton of money for ads and waiting for clicks. Yes, do all the marketing things, but also just get on your LinkedIn and email and tell people what you do. You’ll be surprised to find how many will introduce you to others, some of whom will be customers. Your network wants to help!
‘No’ is part of the process
Sales stamina requires getting to “No” fast. Don’t take a “Maybe.” You want there to be either a firm “Yes” or a firm “No” to a distinct offer. Then you can either back off and offer something else later, or you can just decide this lead isn’t worth keeping around. Where most businesses go very wrong is having a bunch of “Maybe” leads stuck in their funnel and they waste time following up with people who will never buy from them. You want to build a machine that churns out some “Yes” and mostly “No” so you can keep moving.