TL;DR

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

Problem

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.

Solution

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.

Result

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