I optimised the B2B sales process for a climate tech company that significantly improved deal flow, and subsequently revenue.

A climate tech startup had developed a sales process that did not correctly progress qualified leads and slowed down the contracting process, leading to frustrated sales people and customers alike.

Taking a first principles approach, I mapped out the sales organisations requirements and understood their customers buying behaviour.

From there, I developed a sales process in Pipedrive, including rules for progressing deals, document templates and developing robust interfaces with the product marketing team.

Since the completion of these optimisations, the business has seen:

100% increase in contracted revenue, including the biggest B2B customer in its history to date

Record breaking month-to-month revenue generated between June and September 2024 (and growing)

Customers and sales people have bought into the process, allowing for a consistent flow of qualified deals