Made for business-to-business selling with your own sales team.
SalesDNA captures how an organization sells and makes sure the team or the sales organization works that way. For SMBs, usually from 15 employees, up to and including corporates.
Two conditions. Meet them, and it fits.
The industry says less than the way of selling. The organizations where SalesDNA fits have two things in common.
- B2B
Business customers
Conversations, quotes and relationships that last longer than one transaction. Not a web shop or counter sales.
- SMB to corporate
Your own sales team or sales organization
Field sales, inside sales or account managers, with a leader who wants to steer on more than numbers. From an SMB of about 15 employees to a corporate with several sales teams.
Nine industries where it is used most.
Not because SalesDNA was built for them specifically, but because selling there meets the two conditions. Is your industry not listed? Then test against the core above.
Industry and engineering
From technical expert to commercial winner: selling on value instead of on specifications. Question: capture the promise and the conversation, so not only the engineer can tell the story.
Professional services
Consulting, IT, HR or finance: selling trust instead of hours. Question: the promise in one sentence and the first conversation, which are rarely written down.
ICT and telecom
A market that changes every eighteen months. Question: switch faster, qualify sharper and a pipeline that is adjusted every week.
Construction and real estate
Project sales with tenders, several decision makers and a long cycle from quote to order. Question: stages with exit criteria and a forecast that holds.
Energy and sustainability
Selling the transition: from technical solution to business case for the customer. Question: one story and one way of calculating for all advisers.
Trade and wholesale
Field sales with regions, often dealers or installers as a channel, and margin in a price-sensitive market. Question: contact rhythm per customer class and one story towards the dealers.
Transport and logistics
Selling on service and reliability, with contracts per customer and yearly negotiations. Question: a contact frequency that holds all year, not only around renewal.
Software and SaaS
Inside sales with demos and trials. Question: a fixed qualification, win points in onboarding and a pipeline that is adjusted every week.
Agriculture and food
Fixed customers, a seasonal rhythm and dealers or cooperatives that have to tell the same story as the own team.
Eight types of company, eight reasons to start.
Within those industries we see eight company types, each with its own reason to begin.
Family business with an owner-director
The method lives in the founder's head, who wants to let go without the quality of selling dropping.
Use case: owner-director who wants to let go →Scale-up with a growing sales team
New colleagues every month, and every salesperson does it slightly differently. Onboarding takes too long.
Use case: fast-growing sales team →Branch or label of a larger company
Its own market, but one story and one way of working with the rest of the group.
Teams and one language →Organization with dealers or partners
The story is told by people who are not on the payroll. That calls for one captured method.
Use case: wholesaler with a dealer network →SMB with a new sales manager
There is a team, but no method. The new sales manager wants to steer on how selling is done, not only on numbers.
Use case: new sales manager →Corporate with several sales teams
Business units, regions or countries that have to execute the same method, each with its own room where allowed.
Feature: several teams →Company with inside and field sales
Two teams, two ways of working and a customer who falls in between. One method with a clear division of tasks.
Use case: inside sales →Project organization with tenders
Large cycles with several decision makers, a long lead time and a forecast that is too optimistic too often.
Use case: project sales with tenders →
Six questions, and where you start.
The industry brings you to the conversation, the question decides the first building layer.
- Our revenue depends on two or three peopleThe best salespeople have a method that is written down nowhere. If one leaves, revenue leaves too.Building layer 1 Sales foundation and 4 Customer journey
- Everyone sells their own wayCustomers hear a different story per salesperson, qualification differs and quote follow-up is luck.Building layer 2 Sales process
- New salespeople are only productive after a yearOnboarding happens by tagging along. An onboarding programme walks through the method layer by layer.Building layer 6 People
- The playbook sits in a drawerA playbook was made once, but nobody looks at it. This is a rhythm question: quarterly check, feedback and revising.Yearly rhythm and quarterly check
- The sales meeting is only about numbersMeetings are about the pipeline, not about how selling is done. Meeting structure, reports and coaching from your SalesDNA.Building layer 5 Organization
- We grow, but steer by gut feelingWithout KPIs per stage, contact rhythm and prospecting norms, growth cannot be repeated.Building layer 3 Activity matrix and 7 Steering
Five problems SalesDNA does not solve.
Knowing where it does not fit is as important as knowing where it does. For these you need something else.
Too few leads
SalesDNA is not a lead generator and not a marketing tool. It captures how you handle leads, not how you get them.
No overview of customers and tasks
That is work for a CRM. For daily execution with customers, tasks and campaigns there is your CRM.
Salespeople who cannot hold the conversation
SalesDNA does not replace sales training. It does capture what a good conversation is at your company, so training and coaching have something to connect to.
A price or product problem
If customers drop out because the product is not good or too expensive, a captured method does not fix that. At most, win/loss makes it visible sooner.
No leader who wants to steer
SalesDNA only works if someone owns the method and looks at it every quarter. Without that person it becomes a document in a drawer.
What you want to know.
Does SalesDNA also work for a company with fewer than 15 employees?
Yes, if you sell B2B and want to grow. You then start with Start and capture the method yourself. The added value of sharing, onboarding and coaching comes as the team grows.
And for a corporate with several sales teams?
Then several teams, business units or branches work with the same SalesDNA: the organization decides, a team executes. We discuss that on request, based on Growth.
We sell to consumers. Does it fit?
Usually not. SalesDNA was made for business-to-business selling with conversations and relationships. If you sell to consumers with your own team of advisers, such as kitchens or solar panels, it resembles B2B enough to fit.
Does our sales team need an account?
No. Only leaders work in SalesDNA. The team gets the method through a personal link, as a playbook, one-pager or card set. Read more about working without an account.
Build the first building layer of your SalesDNA. Together, in 30 minutes.
You tell us how you sell, we capture it in building layer 1. After that you know whether SalesDNA fits your organization.
- No preparation needed
- Data in the EU
- Confirmation within one working day
- You pick a timeRight in the form, in two steps.
- We confirm by emailWith two short questions about your team and your current playbook.
- Together we build building layer 1Your promise and ambition, captured in SalesDNA.