Rebooting sales & marketing for Kiwi tech companies

How can you increase the efficiency of your sales? This guide will get you started.

If you’ve been wondering how to systematise your sales process so you can increase your volume of new business while reducing the costs, you’re not alone. Many tech entrepreneurs are thinking of ways they can increase sales, and what it comes down to is the transformation of your team from ‘sales artists’ to ‘sales operatives’. How do you do that? One word – efficiency.

This eBook looks at the challenges Kiwi tech business are facing in increasing the efficiency of their selling, and some ideas for making it leaner and more productive.

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This sales establishment guide will help you to:

  • Increase the efficiency of your selling

  • Move from sales artist to sales operative

  • Define a clear marketing strategy

  • Maximise the number of customers your innovation will make a difference to

  • Scale and grow by “systematising” sales

A peak inside this sales guide

Efficiency is not a term traditionally associated with sales and marketing. Creativity, persuasiveness and persistency maybe, but not efficiency, normally the preserve of operations or finance.

What is sales efficiency

It's about selling more of your product at a lower overall cost. For some, it's simply about introducing sales enablement technologies to streamline sales. For others, there's an actual need to build a stronger foundation for sales efficiency.

The ideal buyer profile

Who’s buying your product? What do you know about them? The idea is to achieve enough definition to be able to create a marketing list for your ideal buyer target market.

Documenting your sales process

Gain clarity about how best to take your technology solution to market. We help you answer your toughest marketing questions quickly and with confidence. Document automation software can really help here, and it’s also useful for tracking.

Systemise your follow-ups

It’s not enough to rely on the calendar in your head. You need a proper system that will prompt you regularly to follow up with existing clients and potential sales leads

List of contents

About the Author

As the Managing Director of Concentrate, Owen has extensive experience in the New Zealand technology industry, in technical, sales and marketing roles. Owen was recently appointed as a HubSpot Master Trainer – the first and only one in New Zealand.

His career has been focussed on helping businesses successfully develop, use or commercialise technology-based products and services. This includes periods working in the United Kingdom and the USA.

He analyses the sales and marketing benchmarks for Concentrate's annual Market Measures report, with insights from numerous New Zealand technology companies, and comparison data from their USA counterparts.

Currently, Owen's focus lies with implementing sales CRM systems to align sales and marketing activity for Concentrate and it's clients. 


Owen Scott
Director at Concentrate

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What our clients say

“Concentrate has helped us get momentum, driving online lead generation and using their deep experience in the tech sector to provide quality advice.”
Chris Youngman

Sales and Marketing Director, Pivot Software

“Selling electronic products into over 40 countries through a complex channel is a huge challenge. Concentrate understand this and bring us real insights into sharpening our strategy and using online technology to connect with our whole supply chain.”
Brent Archer

CEO, AuCom Electronics

“We needed alignment between sales and marketing. Also, we were collecting leads from multiple sources, but we didn’t have a repository for them all.”
Penny Bateman

Marketing Manager, Wyma Solutions