In this episode of Business Systems Explored, we talk B2B sales with Pouyan Salehi, then CEO and co-founder of PersistIQ.
Cold emailing is not about blasting huge lists of random leads. That approach burns through prospects and damages your brand. A small, focused list and one salesperson can still produce results when the targeting, message, follow-up, and measurement work as one system.
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Sales onboarding is the structured process that turns a newly hired salesperson into a confident, productive representative. It combines product knowledge, sales skills, supervised practice, manager coaching, and clear readiness checks so every new hire understands what to do and can prove they are ready to do it.
A strong sales onboarding process protects retention because it replaces early ambiguity with support, standards, and visible progress. The 11 templates below cover the full journey, from hiring and background checks to training, performance reviews, development, and sales management.
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As part of a sales team, you do not get paid to fiddle around with the CRM. You get paid to close deals. But keeping the CRM up to date can still feel like a full-time job when every lead, note, handoff, and follow-up depends on manual entry.
A CRM workflow fixes that by turning a trigger, a condition, and an action into a repeatable system. A form submission can create a lead, a support tag can open a sales task, a won deal can alert the team, and a qualification checklist can push structured data back into the CRM.
Sales process adoption is the point at which a defined way of selling becomes the team’s normal way of working. To improve sales process adoption, show reps how the process helps them sell, make every required step easy to execute, and use feedback and performance data to remove friction.
That means solving two problems at once: convincing sales reps that the process supports their goals, and providing the tools and guidance that fit naturally into day-to-day work.
Sales productivity is the amount of revenue producing work your team gets from the time, tools, and process it has available. A rep who spends the day chasing missing CRM fields, rebuilding proposals, or guessing the next follow up is busy, but not productive.
The fastest way to improve sales productivity is to turn repeatable sales work into a consistent process: map the pipeline, qualify leads the same way, automate CRM admin, nurture leads, run better demos, generate proposals cleanly, onboard reps with a checklist, and track every active lead in one place.
For organizations, updating prices can feel like public surgery: everyone notices, and almost nobody wants to talk about it. But pricing is too important to leave in a taboo box.
The Process Street pricing team shared five mind-blowing lessons from working on our SaaS price model: pricing is a never-ending process, pricing is about perception, yearly beats monthly more often than it first appears, customer value matters more than competitor copying, and the whole team needs to be involved.
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This is a guest post from Deepti Jain, a sales and marketing specialist at AeroLeads.
Social selling is the practice of using social networks to identify the right prospects, understand what they care about, build trust, and start better sales conversations. It is not the same as posting for reach or pushing a pitch into someone's inbox. Good social selling combines listening, helpful engagement, proof, and disciplined follow-up.
Salesforce is strongest when the CRM record is not the end of the workflow. The Salesforce AppExchange ecosystem can add quoting, proposals, financial services controls, nonprofit fundraising, gamification, admin governance, forms, inventory, calling, analytics, and workflow automation around the same account, contact, and opportunity data.
The best Salesforce apps are the ones that make sales operations easier to run: cleaner records, faster approvals, better handoffs, and clearer reporting. Process Street helps teams connect that app stack to repeatable work through its Compliance Operations Platform: Docs for procedures, Ops for workflow execution, Cora for AI-assisted process work, and integrations across Salesforce and thousands of other tools. For teams standardizing Salesforce-connected work, workflow automation matters as much as the app list itself.
You would not implement an unproven strategy based on gut feeling alone, and B2B sales management should be no different. Good strategies are based on research, and sales management statistics become useful when they help you hit your targets, inspect the changing state of B2B sales, and decide which sales processes need stronger ownership.
Facts and figures are not much use unless you act on them, so this post pairs the biggest sales management problems with practical processes you can use in your own organization. Bookmark this list the next time you are improving your B2B sales management strategy, sales operations, onboarding, automation, or ongoing training.
SaaS, the great equalizer.
Thanks to SaaS (software-as-a-service) countless businesses of all sizes have moved to cloud-based apps to solve everyday problems in ways only available before to big companies willing to shell out thousands for software licenses. Smart startups can harness the power and efficiency of larger teams by cutting out the robotic admin work from their processes and zeroing in on what really matters: generating leads, closing deals and keeping customers happy.
