Agile Sales Process
*Agile Sales Process is part of the “How to set up your Startup B2B Sales Process in 3 weeks” series.
What is Agile? How does it translate in sales? Why use agile sales?
These are the 3 main questions we will answer in this part. Let’s dive in.
What is Agile?
The Agile methodology is a way to manage a project by breaking it up into several phases. It involves constant collaboration with stakeholders and continuous improvement at every stage. Once the work begins, teams cycle through a process of planning, executing, and evaluating.
It is a type of project management process, mainly used for software development, where demands and solutions evolve through the collaborative effort of self-organizing and cross-functional teams and their customers.
Essentially it is an alternative approach to project management that helps teams deliver value to their customers faster with constant improvement and continuous evaluation of the process and results. Ultimately it helps have a natural mechanism to respond to change quickly.
How does Agile translate in sales?
In order to be effective and successful in sales, you need to have an iterative approach and adapt to the contact changes of the market. That is why similar to agile software development we apply practices like sprint planning or preparation, execution, sprint review, and retrospective.
Typically at Out2Bound, the sprints are 4-5 business weeks.
Preparation of the Agile Sales Process
During Week 1 we execute the Preparation and Market research stage. This ensures that we understand our target market, pain points, and competitors. Build a list of cold leads to reach during sprint execution. These cold leads fit our Ideal Customer Profile and buyer personas. Additionally, we select the sales play we would like to use and build targeted cadences that will be used during sprint execution.
Once all the preparation is done before we go into execution we get a client to sign off on the list and cadences making sure we’re still on track with the client goals.
During week 2 we begin with the actual prospecting by sending emails, LinkedIn messages, and cold calls in a pre-defined schedule. As already mentioned, use multiple channels mixing at least two. At Out2Bound we use at least 3 channels mainly email, LinkedIn, phone.
Spacing between steps is equally important in agile sales. We usually advise customers to use the Fibonacci sequence (112358…) gradually increasing space between steps for example:
Day 1. Step 1. – Linkedin follow
+1 Day Step 2. – Linkedin Invite
+2 Days Step 3. – Email
+3 Days Step 4. Phone call
+5 Days Step 5. – Email Or Linkedin message
+8 Days Step 6. – Phone calls etc.
During sprints, we like to have weekly standups with customers. During these 10-15 minute meetings we discuss how the campaign is tracking based on KPIs, what kind of conversations are being held with prospects, status checks on meetings held and the classic done, to be done, and help needed update.
Review and Improvement
At the end of the execution (usually during week 5) we hold a sprint review meeting where we discuss what were the positives and negatives of the campaign. What should we continue doing, stop doing, and start doing. For example: change cadences or target groups. Once the review is done we begin preparation again.
Why use Agile Sales?
We live in a fast-paced world. Companies that don’t adapt fail. By using a structured outbound process combined with agile methodologies we ensure that sales are measurable and can quickly react to the shifting market.
Instead of blasting thousands of people every day and praying that we hit something, we at Out2Bound believe in well-targeted ideal customers with well-communicated value propositions. Often in sales, it’s about balancing quality and quantity in order to produce results. Agile sales allow you to split work in smaller easier to complete increments thus making sure that you’re reaching out to prospects that can convert with messaging that is relevant and personalized.
Here are a few startup sales metrics that are a must-track for the email channel, calling, LinkedIn and SMS. If you are attracted to the world of sales, check out the job description of an Account Executive.
Boris Georgiev is one of the co-founders of Out2Bound. As such he has worked with over 50 B2B founders helping them realize their go-to-market strategies. In 2018 he was acknowledged by Forbes Bulgaria in the 30 under 30 list. On a daily basis, Boris tracks trends and best practices in B2B Tech sales.