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Owen Scott and Greg Williamson look at how Kiwi tech businesses could build a more systematic approach to selling as they respond to Covid-19.

In the final interview of this series, Matt and Owen go through the inbound and outbound marketing metrics that tech companies should be monitoring regularly.

Knowing how to prioritise leads is essential for sales teams, as they could potentially be reaching out to thousands of prospects a day.

In this interview, Matt outlines the process that Sales Science uses when they're evaluating prospects, including writing sample emails, and practicing cold calling. Once the BDR is in place, Owen then outlines their key role - generating leads for the sales team.

In a series of video interviews, Owen Scott, Concentrate’s Managing Director, talks with Matt Aird, the CEO of Sales Science. Matt and the Sales Science team help B2B companies get more meetings with their ideal prospects, using sophisticated outbound sales programmes that combine the best people,…

For many Kiwi tech businesses, the sales and networking opportunities afforded by trade shows in offshore markets are invaluable; it forms their main source of lead generation.

Many New Zealand B2B tech companies experience long, drawn-out sales cycles. In order to improve sales efficiency and increase sales, B2B tech companies should consider clever sales tools and a revamped recruitment process.

One of the major constraints on Kiwi tech firms growing bigger, faster is sales efficiency - how they can sell more of their innovations at a lower cost. Often, this is because marketing teams aren’t delivering enough qualified leads to the sales team.

You know you need to invest in sales and marketing, but how much of your revenue should be committed? A key is understanding that the only reason marketing exists is to make your sales process more efficient.

The 2018 Market Measures survey, a joint initiative of Concentrate and Swaytech, has found that Kiwi high growth companies have 40% more sales people than non-high growth companies, across all company sizes.