{"id":27859,"date":"2022-03-06T14:02:36","date_gmt":"2022-03-06T14:02:36","guid":{"rendered":"https:\/\/bamboobox.ai\/dev\/https-bamboobox-ai-blog-how-to-build-your-sales-acceleration-strategy\/"},"modified":"2026-02-10T11:50:43","modified_gmt":"2026-02-10T11:50:43","slug":"how-to-build-your-sales-acceleration-strategy","status":"publish","type":"post","link":"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/","title":{"rendered":"How to Build Your Sales Acceleration Strategy"},"content":{"rendered":"\r\n<div class=\"wp-block-spacer\" style=\"height: 30px;\" aria-hidden=\"true\">\u00a0<\/div>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">While a B2C sales cycle takes a few days or weeks, a B2B sales cycle can stretch to several months. After all, B2B businesses are much more than selling Netflix or Amazon Prime memberships, right?<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">These long B2B sales cycles slow down the sales process and take up a lot of resources. Your prospects might end up losing interest in the deal. This can send the deal to a state of dormancy, which can lead to a sheer waste of time and resources.\u00a0<\/p>\r\n<p>&nbsp;<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">So, what\u2019s the solution? Simple, it is <strong>B2B sales acceleration<\/strong>.<\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82_2 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#What_is_Sales_Acceleration\" >What is Sales Acceleration?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#What_Sales_Acceleration_Strategies_Do_Businesses_Follow_to_Reduce_Sales_Cycles\" >What Sales Acceleration Strategies Do Businesses Follow to Reduce Sales Cycles<\/a><ul class='ez-toc-list-level-5' ><li class='ez-toc-heading-level-5'><ul class='ez-toc-list-level-5' ><li class='ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#1_Proactive_Response\" >1. Proactive Response<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#2_Process_Automation\" >2. Process Automation<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#3_Sales_coaching_and_training\" >3. Sales coaching and training<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#4_Using_data_and_analytics\" >4. Using data and analytics<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-4'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Heres_a_Sales_Acceleration_Formula_That_You_Can_Use\" >Here\u2019s a Sales Acceleration Formula That You Can Use<\/a><ul class='ez-toc-list-level-5' ><li class='ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Part_1_Sales_hiring_formula\" >Part 1: Sales hiring formula<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Part_2_Sales_training_formula\" >Part 2: Sales training formula<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Part_3_Sales_management_formula\" >Part 3: Sales management formula<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Part_4_Demand_generation_formula\" >Part 4: Demand generation formula<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Part_5_Technology\" >Part 5: Technology\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-5'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/how-to-build-your-sales-acceleration-strategy\/#Make_your_sales_acceleration_strategy_repeatable\" >Make your sales acceleration strategy repeatable<\/a><\/li><\/ul><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_is_Sales_Acceleration\"><\/span><strong>What is Sales Acceleration?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Sales acceleration refers to the strategies and processes B2B businesses use to shorten their sales cycles. The motive here is to improve the efficiency of the entire sales process and convert a lead into a paying customer more frequently and quickly.<\/p>\r\n<p><img decoding=\"async\" src=\"https:\/\/bamboobox.ai\/dev\/wp-content\/uploads\/2022\/05\/blog-banner-19-scaled-1280x717.png\" alt=\"How to Build Your Sales Acceleration Strategy\" \/ loading=\"eager\"><\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">As stated earlier, B2B businesses naturally have a long sales cycle which leads to \u00a0<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Reduced efficiency of revenue teams<\/li>\r\n<li>Long drawn deals delaying conversions<\/li>\r\n<li>Increased likelihood of losing deals<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">As a B2B organization, you can craft your own sales acceleration strategy to close more deals quickly and maximize revenue.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"What_Sales_Acceleration_Strategies_Do_Businesses_Follow_to_Reduce_Sales_Cycles\"><\/span><strong>What Sales Acceleration Strategies Do Businesses Follow to Reduce Sales Cycles<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Here\u2019re some sales acceleration strategies businesses follow to reduce sales:\u00a0<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Proactive_Response\"><\/span>1. Proactive Response<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Companies have learnt this lesson. They are trying to respond instantly to their customers or prospects. No company wants to keep their potential buyers waiting and lose their chances of making a sale.\u00a0For instance, a\u00a0<a href=\"https:\/\/www.vendasta.com\/blog\/lead-response-time\/#78\">study by Lead Connect<\/a>\u00a0revealed that <strong>78% of the B2B customers buy from companies that respond to their queries first.<\/strong><\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Process_Automation\"><\/span>2. Process Automation<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">B2B companies are always on the lookout to automate redundant tasks such as maintaining excel sheets or generating reports using tools like CRM and marketing automation. The sales team saves time, which they can use for customer success and nurture new relationships. Also, automation helps cut unnecessary steps in the sales cycle, reducing the overall time to close a deal.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Sales_coaching_and_training\"><\/span>3. Sales coaching and training<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Several sales teams still operate using obsolete training manuals, methods and tools, which pushes them behind sales teams trained on the latest tools and methods.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Keeping this in mind, several B2B companies are training their employees on and providing them with the latest tools to perform better and measure their revenue efforts. And when sales reps perform better, companies tend to make more sales.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Using_data_and_analytics\"><\/span>4. Using data and analytics<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Several B2B companies are now using real-time and historical customer data to separate quality leads from bad-fit customers through lead scoring or account scoring. Insights from these data can also help revenue teams track buying journeys and shine light on the account-specific engagement activities. This can tremendously reduce the sales cycle and help businesses with revenue generation.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Even\u00a0<a href=\"https:\/\/www.mckinsey.com\/~\/media\/McKinsey\/Business%20Functions\/Marketing%20and%20Sales\/Our%20Insights\/EBook%20Big%20data%20analytics%20and%20the%20future%20of%20marketing%20sales\/Big-Data-eBook.ashx\">Mckinsey<\/a>\u00a0says that a <strong>data-driven sales approach can make your business 6% more profitable than competitors<\/strong>. So, start using data and analytics today.<\/p>\r\n\r\n\r\n\r\n<h4 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Heres_a_Sales_Acceleration_Formula_That_You_Can_Use\"><\/span>Here\u2019s a Sales Acceleration Formula That You Can Use<span class=\"ez-toc-section-end\"><\/span><\/h4>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">The\u00a0<strong>Sales Acceleration Formula<\/strong>\u00a0is a book by <strong>Mark Roberge <\/strong>(Professor Harvard Business School) that talks about the effective use of data, technology and inbound selling to accelerate your sales. The book elaborates on how to build a winning sales team that can set up and repeat a successful sales strategy. In this section, we\u2019ll talk briefly about essential aspects of the formula that you can implement in your business.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Part_1_Sales_hiring_formula\"><\/span>Part 1: Sales hiring formula<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">This part of the book talks about how your ideal salesperson should be. Here are the personal characters Mark wants you to look for in your sales rep:\u00a0<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li>Coachability<\/li>\r\n<li>Curiosity<\/li>\r\n<li>Intelligence<\/li>\r\n<li>Prior Success<\/li>\r\n<li>Work Ethics\u00a0 \u00a0\u00a0<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Part_2_Sales_training_formula\"><\/span>Part 2: Sales training formula<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">In this section, Robert stresses on training your sales team correctly. Instead of using your sales reps for the skill they don\u2019t possess, you should focus on finding their unique superpowers and groom them for the same. Doing this will help your sales reps scale and eventually improve sales.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Part_3_Sales_management_formula\"><\/span>Part 3: Sales management formula<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">This part talks about how teaching one concept at a time to your sales reps is better than bombarding multiple concepts at once.<strong>\u00a0<\/strong><\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Part_4_Demand_generation_formula\"><\/span>Part 4: Demand generation formula<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">The demand generation formula motivates businesses to create good content more frequently. The motive is to generate demand for your content and bring inbound leads.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Part_5_Technology\"><\/span>Part 5: Technology\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">This part, as the name suggests, focuses on the use of technology to achieve better sales. Some of the technologies you can use to accelerate your sales are:<\/p>\r\n\r\n\r\n\r\n<ul class=\"wp-block-list\">\r\n<li><strong>Lead scoring<\/strong>:\u00a0<a href=\"https:\/\/bamboobox.ai\/dev\/blog\/lead-scoring-account-scoring\/\">Lead scoring<\/a>\u00a0is the process of ranking leads based on how they engage with you. This helps locate high-quality leads and makes the job of sales reps easier.<\/li>\r\n<li><strong>Data visualisation<\/strong>: Data-driven<a href=\"https:\/\/bamboobox.ai\/dev\/blog\/account-based-engagement\/adopt-abm-with-a-data-driven-marketing-strategy\/\">\u00a0marketing strategies<\/a>\u00a0work wonders. However, you need to know how to use the data in your favour. And that\u2019s what data visualization is. Using suitable tools, you can visualize data in a digestible manner and use it for making better revenue decisions.<\/li>\r\n<li><strong>CRM<\/strong>: Using CRMs you can manage your customers, leads, and prospects on a single platform. This will help your sales reps stay organised.<\/li>\r\n<li><strong>Email tracking<\/strong>: Email tracking can help you check the performance of your campaigns. You can track metrics such as email open rate and determine whether your emails are working or not.<\/li>\r\n<li><strong>Predictive analytics<\/strong>: You can use predictive analytics to understand customer behavior. Predictive analytics tools will give you the intel to engage with prospects at the right time in the right manner.<\/li>\r\n<\/ul>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Some more sales acceleration tools to boost your sales strategy include revenue intelligence, sales engagement platform, and conversion intelligence.<\/p>\r\n\r\n\r\n\r\n<h5 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Make_your_sales_acceleration_strategy_repeatable\"><\/span>Make your sales acceleration strategy repeatable<span class=\"ez-toc-section-end\"><\/span><\/h5>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Most organizations focus on the above tools and processes. However, they seem to miss out on harnessing the data from all their active platforms to build a revenue attribution model. This means most B2B companies, even after successfully accelerating sales don\u2019t have a clear idea on how they achieved it. By understanding the activities and channels that bring in the most revenue, you can create a predictable and scalable sales acceleration system. After all, what\u2019s the use of developing a sales strategy that is successful but can\u2019t be repeated or scaled.<\/p>\r\n\r\n\r\n\r\n<div class=\"wp-block-spacer\" style=\"height: 30px;\" aria-hidden=\"true\">\u00a0<\/div>\r\n\r\n\r\n<div class=\"wp-block-image is-style-rounded\">\r\n<figure class=\"alignleft size-full is-resized\"><img decoding=\"async\" class=\"wp-image-3208\" src=\"https:\/\/bamboobox.ai\/dev\/wp-content\/uploads\/2022\/02\/WhatsApp-Image-2022-02-01-at-09.49.36.jpeg\" alt=\"\" width=\"66\" height=\"66\" \/ loading=\"eager\"><\/figure>\r\n<\/div>\r\n\r\n\r\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/www.linkedin.com\/in\/bikash-thokchom\/\" target=\"_blank\" rel=\"noreferrer noopener\">Bikash<\/a><br \/>Marketing, BambooBox<\/p>\r\n\r\n\r\n\r\n<div class=\"wp-block-spacer\" style=\"height: 50px;\" aria-hidden=\"true\">\u00a0<\/div>\r\n\r\n\r\n<p>[metform form_id=&#8221;4453&#8243;]<\/p>\n\r\n\r\n\r\n<div class=\"wp-block-spacer\" style=\"height: 40px;\" aria-hidden=\"true\">\u00a0<\/div>\r\n","protected":false},"excerpt":{"rendered":"<p>While a B2C sales cycle takes a few days or weeks, a B2B sales cycle can stretch to several months. After all, B2B businesses are much more than selling Netflix or Amazon Prime memberships, right? These long B2B sales cycles slow down the sales process and take up a lot of resources. Your prospects might [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":27500,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[94],"tags":[107,108,109],"class_list":["post-27859","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-b2b-demand-generation","tag-b2b-sales-acceleration","tag-sales-acceleration-strategy"],"acf":[],"_links":{"self":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts\/27859","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/comments?post=27859"}],"version-history":[{"count":0,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts\/27859\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/media\/27500"}],"wp:attachment":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/media?parent=27859"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/categories?post=27859"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/tags?post=27859"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}