You're off to a great start. You've had success in selling your company's innovative solution to business buyers. Now, it's time to think about sales acceleration. 

How can your sales model become faster and smarter? 

Whether yours is a startup organization or a corporate venture, you'll reach a point where the opportunity to speed up revenues is within your sights. 

Early on, the direct sales team often finds customers in a variety of places.  Diverse industries, multiple use cases, different size businesses, "quick wins" as well as longer-term prospects.  No surprise there for a company offering a new technology or product that could fit virtually anywhere. After those early customers are on board, step back and evaluate how these results can be magnified.  What are the keys to sales acceleration at this stage? 

• Focusing the sales team to drive penetration in high opportunity customer segments
• Enabling senior sellers to concentrate on high value sales activities by removing barriers that hold them back
• Clearly defining the next set of "wins" and providing the right marketing support to shorten the distance to sales 

After early stage sales, it's all about expansion.  New products have opened up more markets, all having attractive growth prospects.  However the direct sales model you've been successful with is no longer sufficient.  Just adding headcount won't deliver the sales lift investors demand.  Your company's sales model must expand from one to many types of sales channels (e.g., adding specialists, key account teams, 3rd-party partners that provide local coverage, turnkey industry solutions or fill a specific sales or support role, etc.)   What are the keys to sales acceleration? 

• Determining the right mix of sales channels needed now....and in a year.  What types?  How many, how fast?  How will each be aligned against market opportunity?   How should each be compensated & measured? 
• Understanding key trade-offs among alternative solutions--speed, revenue, cost, coverage
• Anticipating market overlap & putting strategies in place to manage channel conflict before you need them

We've been accelerating sales for companies for a combined 50+ years.  The BREAKAWAY TEAM can show you the path your business can take to faster, smarter sales with the SMART Sort.