31For B2B companies, it makes perfect sense to shorten the sales cycle wherever possible.

Sales processes cost valuable resource; The quicker you attract prospects and close deals, the more efficient and profitable your business becomes.

Without the use of streamlining techniques, the typical sales rep makes less than 20 calls in an hour. Yet, when applying sales acceleration and related software to better inform actions — research indicates this total actually doubles — equating to an average of 14 more appointments and 1,200 more calls per month.

It’s not only calling methods that can be optimised…

I’m going to uncover 5 modern B2B sales acceleration methods to achieve faster deals and more revenue.

Step #1: Create A Sales Process

Behind every thriving B2B organisation, you will often find a robust sales process — one that is well-documented and followed at all times.

“Companies with a playbook are 33% more likely to be high performers.”


A sales process is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business — right through to a close.

Such a process will often include:

  • Standardised sales scripts and goals for typical situations
  • An ‘ideal sales flow’ visualisation
  • Freely-available internal data for all team members to use as a selling tool
Sam Hurley
About the Author
Sam Hurley is a lateral-thinking digital marketer holding solid experience in both agency and client-side settings. He is the Founder of Digital Consultancy venture: OPTIM-EYEZ. He has achieved success for SMEs, national to international blue chip organizations while being ranked as the world’s #1 digital influencer by Webinale and #2 most influential digital marketer by Onalytica. He was also commended as one of the top 3 content marketing influencers of 2016 by ScribbleLive. Catch him on Twitter and LinkedIn for cosmic amounts of helpful material on entrepreneurship and marketing!

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