Scaling B2B sales the right way!

Apprento co-founded Alex McNaughten shares a practical system for scaling B2B SaaS revenue: run revenue operations as one team (sales, marketing, customer service, install a detailed sales process tied to how customers buy, measure the funnel, and hire/onboard for your stage. Add disciplined outreach, smart negotiation, and a weekly management cadence, then back it all with clear collateral and coaching.

Key themes include

1. Run RevOps, not silos
   Align sales, marketing and customer service around outcomes, shared targets, dashboards and a unified tech stack.

2. Build a stage-by-stage process
   Map buyer journey, define stage entry/exit criteria, required actions, time limits, and standard collateral. Always “book a meeting from a meeting.”

3. Discovery and qualification win deals
   Use a framework, re‑validate stakeholders/budget/timeline at every stage, and tailor proposals.

4. Measure the funnel, fix bottlenecks
   Track conversion between stages (discovery→demo→proposal→close), not just overall win rate; act on the weakest link weekly.

5. Outreach and negotiation that work
   Use multi‑channel sequences (email, phone, LinkedIn), A/B test messaging, and negotiate with levers (term, timing, volume, payment) instead of haggling.

Key takeaways

• Make it one revenue team: align incentives and institute regular cross‑team feedback loops.

• Operationalise the process: standardise actions, rules, and collateral per stage; always book the next step; e‑sign for speed; nurture closed‑lost opportunities.

• Instrument and manage weekly: publish stage conversion metrics and create transparency/

Learn more by watching the complete session and uncover all the insights.