Sales KPI’s: Find out which are the best ones to look out for

January 21, 2025June 29, 2023 by Santiago

Sales KPIs, or Key Performance Indicators, are fundamental elements in the management of any sales-oriented business development. These metrics allow the performance of sales activities to be measured and evaluated, providing a clear and objective view of a sales team’s performance and the achievement of established objectives.

In the dynamic and competitive business world, effective sales KPIs have become essential to achieve success and stay ahead of the curve. These indicators enable companies to make informed decisions, identify areas for improvement and maximise their performance in terms of revenue generation and growth.

The use of sales KPIs offers numerous benefits for organisations. Firstly, they provide a clear view of the individual and collective performance of sales team members, making it easier to identify strengths and areas for improvement. In addition, KPIs help to set measurable goals and objectives, aligning sales activities with the overall business strategy.

It is important to note that sales KPIs may vary from one company to another, as each organisation has its own objectives and needs. However, there are some indicators that are common and widely recognised in sales. Below, we will explore some of the most relevant sales KPIs and how they can contribute to the success of your business.

What are sales KPIs and why are they important?

Sales KPIs, or Sales Key Performance Indicators, are quantifiable and measurable metrics used to evaluate the performance of sales activities and the success of a sales strategy. These indicators provide objective information on the performance of a sales team and its ability to achieve set targets.

Benefits of using sales KPIs in your commercial strategy

Incorporating sales KPIs into your business strategy can generate a number of significant benefits for your business. Below are some of the key benefits that highlight the importance of using sales KPIs:

Performance measurement: Sales KPIs allow you to assess the individual and collective performance of your sales team. By establishing clear and measurable indicators, you can identify areas for improvement, recognise achievements and provide specific feedback to drive performance excellence.
Informed decision making: With accurate data and metrics provided by sales KPIs, you can make informed, strategic decisions. These indicators provide you with valuable information about which strategies and tactics are working and which may require adjustments to optimise business results.
Identifying growth opportunities: Sales KPIs help you identify opportunities for growth and expansion in your business. By analysing relevant indicators, you can discover new market segments, identify potential customer niches and adapt your sales efforts to maximise your company’s growth potential.
Assessing operational efficiency: Sales KPIs also allow you to assess the operational efficiency of your sales team and related processes. You can identify bottlenecks, weaknesses and areas for improvement, allowing you to optimise your resources, improve productivity and increase profitability.

How sales KPIs contribute to the success of your business

Sales KPIs play a critical role in the overall success of your business. Here are some ways in which these indicators contribute to growth and profitability:

Focus on results: Sales KPIs help you focus on concrete, goal-oriented results. By setting indicators that reflect your business goals, you can align your sales team towards achieving those specific, measurable objectives.
Improve efficiency and productivity: By monitoring and measuring sales performance through KPIs, you can identify inefficiencies and areas for improvement. This allows you to implement strategies and corrective actions to improve your team’s efficiency and productivity, thereby optimising resources and maximising results.
Sales cycle tracking: Sales KPIs allow you to track the sales cycle in detail, from first contact with the customer to closing the sale. You can identify key points in the sales process, understand bottlenecks and take action to optimise and accelerate the overall sales cycle.
Assess individual and team performance: Sales KPIs provide an objective view of performance at both the individual and team level. You can identify outstanding members, provide additional training to those who need improvement, and foster a healthy, collaborative culture of competition within your sales team.

The most relevant sales KPIs to measure performance

When measuring the performance of your sales activities, it is essential to select the right sales KPIs. These indicators allow you to accurately and effectively evaluate the performance of your sales team and the effectiveness of your sales strategies. Below, we will explore some of the most relevant sales KPIs you can use:

Revenue generated: This is one of the most important KPIs, as it directly measures the financial success of your sales team. Tracking revenue generated gives you a clear picture of the effectiveness of your sales efforts and allows you to assess whether you are reaching your financial goals.

Conversion rate: Conversion rate is another key KPI that tells you how well your sales team is converting leads into actual customers. You can calculate this indicator by dividing the number of sales made by the total number of leads. A high conversion rate indicates solid effectiveness in the sales closing stages.

Average sales value: This KPI gives you information on the average value of each sale made by your team. Knowing the average sale value allows you to evaluate the quality of your sales opportunities and measure the effectiveness of the cross-selling and up-selling strategies you are implementing.

Average sales time: This indicator measures the average duration of the entire sales process, from first contact to closing. Average sales time helps you identify potential bottlenecks in the sales cycle and allows you to implement corrective actions to streamline the process and reduce selling time.

Customer retention rate: This KPI is especially important for businesses that rely heavily on recurring sales. The customer retention rate tells you what percentage of existing customers continue to buy your products or services. A high retention rate indicates strong customer satisfaction and loyalty.

Customer Acquisition Cost (CAC): CAC allows you to measure how much it costs you to acquire a new customer. When calculating this indicator, you should take into account marketing, advertising and any other costs associated with customer acquisition. A low CAC indicates a profitable customer acquisition strategy.

Customer Lifetime Value (CLV): CLV is a KPI that estimates the total value a customer can generate for your business over the course of their relationship with you. By knowing the lifetime value of your customers, you can better allocate your resources and focus on strategies that foster long-term customer retention and growth.

Remember that the sales KPIs you choose must be relevant to your business and aligned with your business objectives. In addition, it is important to keep in mind that these KPIs may vary by industry and type of business. Analyse your needs and choose the indicators that best fit your specific situation to get an accurate and meaningful measurement of your sales performance.

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Technology to revolutionise healthcare: Embracing Healthtech Solutions

January 21, 2025June 28, 2023 by Santiago

Healthtech: what is it, its uses and applications?

Technology, in general, is increasingly present in our lives. In all sectors there are technological advances that are changing our daily lives: smartphones, home automation, smart watches, cars with more and more technology, internet of things…

The field of health has been a field where technology, in one way or another, has always been present. In recent years, and especially in the wake of the pandemic, the field of health has experienced a technological boom. On the one hand, the mentality of decision-makers has changed, making it clear that the adoption of technology was (and is) necessary. On the other hand, patients have experienced first-hand the fragility of a system centred on health centres and, in some cases, somewhat reluctant to adopt new technologies.

But what is healthtech really?

Healthech is the union of two concepts: health and tech.

According to the WHO, healthtech can be defined as “the application of organised knowledge and skills in the form of devices, drugs, vaccines, procedures and systems developed to solve a health problem and improve the quality of life”.

Healthtech and medtech: similar but not the same

The concepts of healthech and medtech are often confused, as there is some overlap between the two. The WHO defines medtech as “the application of knowledge and skills in the form of tools, medicines, procedures and systems developed to solve a health problem and improve the quality of people’s health”.

Thus, medtech is a narrower concept, as it is concerned with the use of technologies focused on treating a condition or diagnosing a disease. On the other hand, healthtech is a much broader concept, as it is the application of technology to the field of health (preventive medicine, medical and clinical data collection, treatment monitoring, improved communication, etc.), without being limited purely to the process of a disease or its prevention. For example, healthtech also includes all solutions related to wellness (wellness applications).

What is healthtech looking for?

The application of technology in the health sector seeks to change the current model, revolutionise it and improve it (more slowly or more quickly). Technology will make it possible to evolve and achieve an economically sustainable model without losing, or even gaining, quality.

Examples of positive impact of healthtech application

Empowering the patient

More information, better monitoring, more personalised treatment… All of this under the supervision of technology developed for medical purposes.

Optimisation in the management of health systems

Increasingly pressured and strained health systems need technology to automate processes and improve service quality while containing costs. Healthcare technology plays a key role in the transition to modern health systems.

Improving and facilitating patient healing processes

Controlling these processes allows corrections to be made, treatments to be personalised, and times to be accelerated.

Preventing before curing

The collection of huge amounts of medical data makes it possible to anticipate events (diseases) and to move from reactive medicine to preventive medicine.

Benefits of applying technology in the health field

Health is perhaps a more conservative field than other sectors, where technological change is more difficult. On the one hand, it is a highly regulated sector and, on the other, there is still a certain scepticism about giving more prominence to technology. However, the near future of health and healthcare involves adopting different technologies that will allow it to transform itself into a model whose days are numbered.

Thus, the application of technology in the field of healthcare has many benefits:

Data analysis.

Right now, health systems have huge amounts of unprocessed data. Data is collected but not translated into information. Technology could enable information and conclusions to be drawn from the data collected. This data can be clinical (obtained in the hospital itself or through wearables that the patient always carries with them) or management data (transformation of hospitals towards smart buildings to improve hospital management in general).

This is where different technologies come into play, such as the aforementioned wearables, IoT in the transformation of hospitals into smart buildings and, without a doubt, artificial intelligence to analyse all the data collected.

Real-time information exchange

Technology will make it possible to break down the isolation and lack of communication in the healthcare system, whether it be healthcare-healthcare or healthcare-patient. On the one hand, communication between health professionals is often inefficient and even through channels that are not very secure or opaque in relation to data processing, such as Whatsapp or Telegram. Medical technology can help to improve the efficiency and security of this communication.

On the other hand, doctor-patient communication is often too “protocol-based”, scarce and, on many occasions, ineffective. Technology can help to simplify and ensure understanding by the patient, the patient’s environment and facilitate the flow of two-way communication.

Improving the patient experience

Using technology to measure and capture data across the entire patient care system gives healthcare organisations a holistic view of their performance. Technology also helps automate that measurement so that organisations can continually review their results, identify problems that need to be fixed, and discover ways to improve patient care and experience. In other words, “humanising” healthcare.

Decentralising the healthcare system

Technology can help empower patients and put them at the centre of the healthcare system. For years there has been an attempt to move the centre of the system from the health centres to the patient. Technology makes this process possible: improving treatment monitoring and compliance, improving the recovery experience, reducing waiting and response times, informing patients correctly without them having to consult other unverified channels (social networks, ChatGPT, Internet…).

Healthtech use cases

Clinical decision support

Technology can help professionals make decisions about diagnosis, treatment or efficiency in the management of the healthcare system. For example, artificial intelligence can help in medical imaging and in the rapid and accurate diagnosis of complex diseases.

Interoperability

All entities involved in the healthcare system must be able to operate with each other through specific standards and protocols that enable the exchange of information, both clinical and non-clinical, in a secure and efficient manner. Technology plays a key role in achieving this information exchange and meeting this urgent need.

For example, there are different health systems in each Autonomous Community in Spain and there is still a long way to go to achieve full integration between them. One of the main objectives in the short term is to achieve this integration and to facilitate, standardise and enable the simple exchange of information.

Disruptive technology

There is a niche market for disruptive and unique products that improve quality of life, recovery, diagnosis or treatment. Market introduction may be more or less complex, but there is a path yet to be discovered in unique products that lack competition.

Springboard35's experience in healthtech

Springboard35 has consultants with varying degrees of experience in the field of medical and health technology. The specific branch of healthtech, pharma and life sciences was created years ago, aware of the importance of this sector. We have worked on products such as medical treatment apps, disruptive medical hardware, clinical decision support software, among others.

Contact us today to find out how we can help your healthtech company thrive in the competitive and dynamic healthcare sector (at info@springboard35.com, via this contact form or the form below). Our team will work closely with you to create customised plans that leverage our knowledge of the healthcare sector and open up new growth opportunities.

Together, we can take your healthcare technology business to new heights, increase revenue and make a lasting impact on the healthcare industry. Together, we will set you on a transformative path to success.

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Reasons to expand your tech business in Latam

November 27, 2024June 28, 2023 by Santiago

Business Expansion and sales outsourcing in Latam, expansión comercial en Latam

After talking about the benefits of expanding commercially in European regions such as Spain and France, today I wanted to jump across the pond to tell you 5 reasons why European tech companies should expand their business in LatAm. If you own a tech company, this is of interest to you and this is what you need to know.

But first, why LatAm? Well, it is a region that has been growing steadily in terms of technology and business. Moreover, it is geographically located in a strategic place for European companies, which facilitates global expansion. So without further ado, here are 5 reasons why you should consider expanding your technology business in LatAm:

1. Great market opportunities

LatAm has a population of over 650 million people, making it one of the largest regions in the world in terms of population. In addition, the region’s technology market is constantly growing, which means that there is a great demand for technology and services in many sectors, such as education, healthcare, e-commerce, among others.

Some of the best countries to expand into in terms of market opportunities are Brazil, Mexico, Colombia and Argentina, which are the largest countries in the region in terms of population and economy. Each of these countries has its own strengths and weaknesses, but all offer great opportunities for European technology companies.

2. Lower operating costs

One of the main advantages of expanding into LatAm is that operating costs are generally lower than in Europe. This is because wages are lower, and production and real estate costs are also lower.

For example, Mexico is known to have one of the lowest average salaries in the region, which means that you can hire a team of software developers for a fraction of the cost you would have in Europe. In addition, the cost of real estate is also lower, which means that you can rent or buy an office for much less money than in Europe.

3. Importance of technology

LatAm has a wealth of tech talent and has seen great success in creating successful tech start-ups, including many tech unicorns. Some of the most famous unicorns include Mercado Libre, Rappi, Nubank and Cornershop. These companies have managed to expand globally and have become leaders in their respective sectors.

This gives us an idea of how important the technology sector has become in the region and how open they are to anything that smells of technology and innovation, not to mention the great talent that LatAm is developing in this sector.

4. Tax and financial benefits

Many LatAm countries offer tax and financial benefits for companies that decide to expand there. For example, Mexico offers tax incentives for companies investing in certain sectors, such as technology.

In addition, many countries in the region have tax treaties with European countries, which means that European companies can avoid double taxation and reduce their tax burden.

5. Global growth and expansion

Expanding into LatAm can help European technology companies grow and expand globally. The region is a bridge between North and South America, which means that a presence in LatAm can help companies expand into both markets.

In addition, LatAm is a region in constant growth and development, which means that companies establishing a presence there have the opportunity to grow with the region and increase their global reach. Many successful technology companies in LatAm, such as Mercado Libre and Rappi, have managed to expand internationally and become leaders in their respective sectors.

In conclusion, LatAm offers great opportunities for European technology companies due to its growing technology market and strategic geographic location. Lower operating costs, access to technology talent, tax and financial benefits, and the possibility to grow and expand globally are additional reasons to consider expanding in the region. Countries such as Brazil, Mexico, Colombia, Argentina, Chile Peru and Ecuador offer great market opportunities and each has its own strengths and weaknesses, so it is important to carefully evaluate which is best for each company.

So, knowing this… Are you going to miss all the opportunities that the “new continent” offers you?

At Springboard35 we have been helping technology companies to expand in Southern Europe and LatAm for more than 20 years, so we could say that we are experts in it. If after reading this post you are thinking about expanding in LatAm but don’t know where to start… then we need to talk.

We will help you speed up the process and jump over the entry barriers associated with entering a new market, allowing you to penetrate quickly, safely and more economically than setting up your own team there; after all, why would you do that if we already have a specialised local sales team on the ground?

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12 reasons to expand your startup in France

June 27, 2023January 31, 2023 by Santiago

Bonjour! Are you a tech company (startup, scaleup…) looking to grow your business? France is the place to be! The Gallic country offers a wealth of opportunities for technology businesses looking to succeed in Europe and beyond, thanks to its thriving tech industry, supportive government, and talented workforce. Let’s take a closer look at some of the numerous benefits of expanding your technology company to France.

In this post I will highlight four main aspects that I considered crutial when it comes to internationalising business: economic, fiscal, social and cultural aspects

Regarding economic considerations:

– One of Europe’s largest economies: France is an important player in the European economy, making it an excellent place to do business.
– Expanding tech industry: From startups to established businesses, the French tech scene is thriving, with numerous opportunities for growth and collaboration.
– Government support: The French government is committed to assisting technology businesses by providing subsidies and tax breaks.

As for the fiscal aspects:

– Attractive corporate tax rates: France has a competitive corporate tax rate, making it a great place to do business.
– Access to the single market of the European Union: As a member of the EU, France provides easy access to a large market with a variety of opportunities.
– Access to a large pool of skilled workers: From engineers to designers, France has a talented and well-educated workforce ready to assist your company’s success.

Ok, but what about social considerations?

– France is a country steeped in culture and history, from the Eiffel Tower to the Louvre Museum, with a strong appreciation for technology and innovation.
– High standard of living: France is an excellent place to live for you and your employees, with excellent healthcare, education, and quality of life.
– Multilingual population: Because many French people speak multiple languages, communication is simple, making it simple to conduct business with a diverse range of clients and partners.

And in a matter of culture:

– Privacy and data protection: France has a long history of protecting privacy and personal data, making it an ideal location for tech companies that value these rights.
– Work-life balance: France is a great place to do business for tech entrepreneurs who value a healthy and sustainable pace of life, with a strong emphasis on work-life balance.
– Growing market for technology solutions: From healthcare to finance to transportation, France is a growing market for technology solutions across a wide range of industries, with numerous opportunities for growth and success.

To sum up, for tech companies looking to expand their horizons, France is a fantastic place to do business. The Gallic country provides a wealth of opportunities for growth and success, thanks to its thriving tech industry, supportive government, and talented workforce.

At Springboard35 we have helped several startups and scaleups to expand in France and they haven’t regretted it for a second! And not only that… they have ended up jumping with us to other countries like Italy or Portugal, or even across the pond to Latin America. But we’ll talk about the virtues of these countries in future posts.

For now, if you are thinking of expanding your startup and internationalising it but don’t know where to start… don’t hesitate, France is a golden option!

So, why delay? Begin investigating the numerous benefits of expanding your technology business to France today!

À bientôt!

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7 reasons to expand your startup in Spain

June 27, 2023January 11, 2023 by Santiago

Expande tu startup en España. Expand your startup in Spain

Are you considering expanding your technology company to Spain? Let me tell you something: you’re in for a treat! Spain is not only a wonderful place to live, with beautiful weather, delicious food, and beautiful architecture, but it is also a fantastic place to do business.

First and foremost, let us discuss Spain’s economic situation. The country has been through some difficult times in recent years, but it is now on the mend. The unemployment rate is falling, and the economy is growing steadily. This means there is plenty of room for new businesses to thrive, and the technology sector is no exception. Spain is home to a number of successful tech startups, including Privalia and Glovo, and it is becoming a more appealing destination for tech investment.

But it’s not just the economic climate that makes Spain attractive to startups and other tech firms. The country also has a highly educated and skilled workforce. Spain is the European Union’s second-largest producer of engineers, and the Spanish government has made significant investments in science and technology education. This means that there is no shortage of talented people eager to work in the technology sector.

Another advantage of expanding to Spain is the high standard of living. Spain is known for its laid-back lifestyle, and its citizens maintain a healthy work-life balance. The country also has some of the most beautiful beaches in the world, making it an appealing destination for employees looking to relocate. Also, don’t forget about the food. Spain has a diverse culinary tradition, and the people are passionate about food.

Of course, there are a few things to consider before making the move, as with any business expansion. Language is one of the most difficult challenges. While many Spaniards speak English, knowing a little Spanish can help you navigate the business world. But don’t worry, learning a new language can also be enjoyable and opens up new opportunities, such as ordering tapas without a translator.

Another consideration is cultural differences. Spain has a rich history and a distinct culture, and it is critical to understand and respect these differences when doing business there. However, the good news is that the locals are friendly and welcoming, which makes the transition much easier.

In conclusion, expanding your technology company to Spain is a no-brainer. The country has a growing economy, a well-educated workforce, and a laid-back lifestyle that includes a healthy work-life balance and delicious food. Oh, and don’t forget about the beaches! You’ll also get the added benefit of learning a new language, and the locals are friendly and welcoming, so you’ll be navigating the business world like a pro and enjoying tapas like a local in no time.

But I know that this is not an easy process and the decision to expand your business to another country, whatever it may be, cannot be taken lightly. But don’t worry, we are here to help you. At Springboard35 we have been helping startups and other technology companies expand to other countries in a fast, agile, simple and economical way for more than 20 years, so if we have convinced you to make the leap to Spain, contact us so that we can help you in the process. Write to us at info@springboard35.com or right here, below, in the contact form and… let us help you with your business expansion!

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Reasons and benefits of internationalising your technology company

January 9, 2025December 13, 2022 by Santiago

Are you a technology company looking for business expansion beyond your home country? Look no further than Southern Europe and Latin America.

First, let’s talk about the markets themselves. Spain, France, Italy and Portugal are known for their strong economies and high levels of technology adoption. In fact, Spain and Portugal have, for example, one of the highest smartphone penetration rates in Europe, with over 80% of their population owning a smartphone. This means that there is a huge potential customer base for your technology products and services.

Another reason to expand into these markets is the fact that they are home to a large and growing population. Spain, France, Italy and Portugal are some of the most populous countries in Europe, and Latin America is home to more than 600 million people. This means there is a huge potential customer base to tap into, with more than 10% of the world’s population.

But it’s not just about market size. These countries also have a culture that values innovation and new technologies. In Spain, for example, the government is very focused on fostering a startup ecosystem, with initiatives such as the “Startup Spain” programme, which offers support to aspiring entrepreneurs. This means that not only is there demand for technology products, but there is also a favourable environment for technology companies to thrive.

What about Latin America? This region is also known for its high levels of technology adoption, with Brazil and Mexico among the top 10 countries in the world with the most internet users. In addition, the Latin American market is growing rapidly, with e-commerce sales expected to increase by more than 20% in the next few years. This means there is huge potential for technology companies to enter this market and take advantage of its growth.

But it is not just about market size or demand for technology. Business expansion in Southern Europe and Latin America also offers other advantages for technology companies. For example, these regions offer lower labour costs compared to other developed countries, which can help reduce operating costs and increase profitability. In addition, the time zone differences between these regions and the US or Asia can also provide companies with the opportunity to offer 24-hour customer support and service.

So why should your technology company consider expanding into Southern Europe and Latin America? The markets are ripe for technology products and services, there is a supportive ecosystem for technology companies and there are additional benefits in terms of cost savings and the ability to offer 24/7 services.

OK yes, those are the reasons but what are the advantages?

The advantages are quite related to the reasons, so they mainly revolve around the size of the markets (big slice of the pie), the business mentality and culture, and the innovative landscape of these countries:

First, let’s talk about Southern Europe. Spain, France, Italy and Portugal are incredibly vibrant and diverse countries, each with their own culture and economy. If you expand your business to these countries, you can access a whole new market of potential customers.

But that’s not all. Southern Europe is also home to some of the world’s most innovative and cutting-edge technology companies. By expanding into this region, you will have the opportunity to collaborate and partner with these companies, which could lead to exciting new developments for your business.

But again, what about Latin America? Well, this region, as I mentioned earlier, is also ripe for the expansion of technology companies. With a growing middle class and a high demand for technology, Latin America is an increasingly attractive market for technology companies looking to expand their reach.

In addition, Latin America is home to some of the world’s most dynamic and fastest growing economies, such as Brazil and Mexico. By expanding into this region, you will be able to tap into these growing markets and potentially see incredible growth for your business.

But there’s more. Internationalising and expanding your business has other advantages too. For example, it can help you diversify your customer base and reduce your dependence on a single market. This can be especially beneficial in times of economic uncertainty, as it can help insulate your business from potential recessions in any one region.

In addition, Latin America is home to some of the most dynamic and fastest growing economies in the world, such as Brazil and Mexico. By expanding into this region, you will be able to tap into these growing markets and potentially see incredible growth for your business.

In addition, business expansion into new markets can also help stimulate growth and innovation in your company. By exposing it to new cultures and ways of thinking, you may be exposed to new ideas and approaches that can help drive your business forward.

So, there you have it. Expanding your technology company to Southern Europe and Latin America can be incredibly beneficial to your business. Not only will you be able to access new markets and collaborate with innovative companies, but you can also diversify your customer base and stimulate growth and innovation within your company. Why not take the leap and internationalise your company today?

Well, we know why… because it’s not easy, you need resources, money, time, staff… and for many startups and scaleups these resources are not abundant.

That’s why at Springboard35 we step in to help these types of companies carry out this important and crucial process by bringing in local business development experts. This will help your technology company to leap over or greatly minimise those entry barriers to entering new markets (mainly cultural and linguistic) and we do so by reducing the time, costs and, consequently, the risks involved in the process.

If you are looking to internationalise your company and you don’t know how or where to start… don’t hesitate, we need to meet you!

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Which companies should outsource sales and why?

November 22, 2022November 22, 2022 by Santiago

As we have already mentioned in other post, sales outsourcing consists of hiring a specialised company to manage the commercial department of our company. Although large companies can afford the costs involved in having their own sales department, most SMEs find it very difficult, almost impossible, to have one that covers their sales needs. Thus, the most obvious advantage of this outsourcing is the savings in fixed costs.

In a previous post we already talked about the advantages of outsourcing the sales department, but we are going to focus on two other key questions: Which companies should outsource or externalise their sales department and why they should do it.

To answer the first question, we must take into account the problems involved in having your own sales department; one of them we have already mentioned at the beginning, and that is the increase in costs, as outsourcing your sales force is usually cheaper than having your own team, but it also means savings in time and other resources.

In order to have your own sales team, you first have to find the necessary talent, with all that this implies: going through a more or less lengthy selection process, training the new recruits, who in many cases lack experience in the field or sector of your new company, maintaining them (payroll and other costs…), etc.

These two factors, the increase in time and costs, generate risks that few SMEs can afford. For SMEs (which include most startups and many scaleups) every minute and every euro counts and they cannot afford to “waste” these valuable resources.

Therefore, the first question is answered… and, in part, the second too: the companies that should outsource their sales department (as many do with marketing or HR, among others) are Small and Medium Enterprises (SMEs) above all; why? Because it allows them to save time and money, reducing risks, helping them to go to market earlier by the hand of professionals already trained and with the necessary experience, tools and knowledge.

However, there are also cases in which large companies can opt for sales or commercial outsourcing. Larger companies may have sub-departments in many of their departments and may need help with sales in a department that is not the sales or commercial department, so they may need specific support at a particular time to advance commercially in a particular project.

At Springboard35 we have helped more than 120 companies to increase their sales and expand their business quickly and efficiently, saving them a lot of money and time and helping them to grow faster and even enter new international markets in record time.

If you have a technology company (startup, scaleup or ISV) and you want to sell more and grow faster for less money, then you should also opt for business outsourcing to leave your sales in the best hands, and what better hands than those of Springboard35 and our experts in Business Development and sales. Contact us here or by email at info@springboard35.com and let us help you.

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Business development: what is it and why is it so important?

November 9, 2022October 27, 2022 by Santiago

Business development - what is it and its importance

Business Development is something that is sometimes confused with marketing, and very often with sales. In fact, there seems to be a trend nowadays whereby salespeople are no longer called “salespeople”, but “business development” Managers / Experts / Analysts / whatever.

This may be done to give more “cache” to the position of the salesperson (“I am not a salesperson, I am a Business Developer”… admit it, if you say it in English it is even “cooler”, more “pro”), or to remove the “negative connotation” that is generated in our brain every time a “salesperson” calls us.

Of course, the work of a salesperson is essential in any company, no matter whom it may concern, but it is necessary to differentiate (above all) between the “salesperson” and the “business developer”. And that is what we are going to clarify in this post.

The Business Development (or BD) area of a company is (or should be) very cohesive with Marketing and Sales (the famous aforementioned salespeople), but they are not the same. But, then, what do BD people do? Now let’s get to it, you impatient:

The main function of the BD department, or its BD Manager or Specialists (also called BDM) is to answer the question: What do we do now? Many times you have a product placed in a market, and everything is going well but maybe sales start to stagnate… the market is crowded, ok, so… What do we do now?

Well, the options are many: you can create a new product in your current market (new product strategy), take your existing product to a new market (new market strategy), or vary the marketing strategy so that your product reaches more people within the same market (penetration strategy), or you can choose to turn everything around and take new products to new markets (diversification strategy)… as I say, the options are many, and that is what the BDM has to analyse and decide.

The BDM has to go ahead of Marketing and Sales, it is the one who leads the way, defining the strategies for the progress of the business, taking advantage of the opportunities in the environment or creating them, as well as establishing the necessary synergies with external entities.

The main functions of the BDM include the following:

Identifying and exploiting opportunities

They must identify and take advantage of the opportunities offered by the environment, such as markets with high potential that have not yet been exploited, whether it is the extension into new geographical areas or the development of new products and/or services. In addition, it must have the ability to create opportunities that lead to business growth, anticipating market movements.

Create opportunities if there are none

BD must have the ability to create opportunities that lead to business growth, even ahead of market movements. Go one step ahead.

Establish synergies

In order to grow the business, it is necessary to establish strategic alliances with external entities, either to expand into new geographical areas, develop new products and/or services, new suppliers to reinforce the current business value chain, develop new processes, etc. Synergies with third parties are a key element in the evolution of any business.

Innovate

The BD department must go hand in hand with innovation, both in technology and business processes. This is very relevant nowadays, due to the constant and rapid evolution of technology and society. To remain static in the face of these changes is to allow oneself to be knocked down in the market war to which companies are subjected today.

Asking the questions no one else is asking

A good BDM must go beyond reality, beyond habit, beyond routine. It must always look into how to do things differently, how to improve current processes. Think that everything can be improved and that no procedure is written in stone.

Define the strategy

As always, strategy is a must. Through strategy, the BDM defines how the business will evolve, always taking into account the corporate objectives as well as the mission and vision of the company. Without a strategy, it is practically impossible to achieve results, as only improvised actions will be carried out without a common goal.

At Springboard35, we are business development experts, and that is why we are experts in doing these abovementioned tasks. Of course, we are also experts in sales (yes, we are very good at selling, because we have the contacts, the networks, the tools and the know-how), but we don’t just sell, we do all the process, from the beginning: from strategy to execution.

If you don’t want to let the crucial task of BD to “anyone”, but to the best… meet us at springboard35.com and contact us! We must talk!

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Sales strategy: 5 “tips” to sell more

October 27, 2022October 17, 2022 by Santiago

When we plan our sales strategy with the aim of selling more of our product, solution or service, we often go about it like a headless chicken. And we search the internet, and we read sales gurus… and our heads explode.

When it comes to sales, to sell, to sell more, to sell better, there are few references/experts to turn to… David Ogilvy, Dale Carnegie… Luis Monge Malo or Isra Bravo (yes, I put them on the same list, I know what I’m doing) among not many others, at least famous ones.

There are many people who sell, but very few who sell well (in this case, well = a lot). Selling, as I said in a post not long ago, is part of life, a part as important and present in our lives as it is to breathe.

We sell when we argue, when we debate, when we want to convince someone of something… when we flirt!

But… Is there any technique or trick to sell more? Yes, there are several. From insistence, being direct and clear, treating the client as if he/she were another person like you (yes, yes, he/she turns out to be!), etc… but all of this is for when we are one on one with our interlocutor.

Now, is there anything you can do BEFORE picking up the phone / sending the email to get better sales results? There is, and today I am going to tell you some of them:

1. Analyse the market WELL:

We must be very clear about our target customer. For this you have the well-known “buyer personas”, market research, landing pages with AB tests … here the list is endless, but it is essential that, before you start contacting someone, you know who to contact.

2. Know and focus on your COMPETITIVE ADVANTAGE:

Probably (with 99.9% certainty) the solution or product you offer already exists in the market, even if it is not exactly the same as the others… well, focus on that, on your competitive advantage, and highlight it. That is what will differentiate you from your competition, and therefore, what will make you sell more than your competitors.

3. Facilitate the BUYING PROCESS:

When someone wants to give you their money in exchange for your product, service or solution you can’t put obstacles in their way, it has to be highly simple, fluid, in a few steps, without errors… or they will end up buying from someone else! It seems obvious but it is not so obvious.

4. Add VALUE:

And I’m not just talking about the product. It is clear that your product must be good, but a good product does not sell more PER SE, contrary to what many believe; and a good product is good insofar as it provides value (more value, better product and vice versa).

Anyway, as I say, I’m not talking about the product, I’m talking about offering value before offering your product. Show yourself as an authority in your field, give them advice (newsletters and blogs play a very important role here), information… or a free sample of your product, I don’t know, but you know what I mean…

5. You sell to PEOPLE:

Really? I don’t believe it… Yes, you sell to people, and those people are probably as human as you are, so… why do you insist on talking to them as if they were, what do I know, Knights of the order of Greenwich, or Marquises of Valadre… or children? Talk to them as you would talk to your friend, your neighbour, your father: with closeness, with simplicity, with grace.

Maybe you are not very funny, but try to make your messages funny. When people are entertained, when they are amused, they are more likely to give you their money. This is the summary, to know more about it you can Google it).

BONUS. Dedicate yourself EXCLUSIVELY TO SELLING:

Check your task list: how many daily responsibilities do you have in addition to selling your product or service? Delegate all activities that are not directly related to sales. When you devote all your energy to selling and eliminate the more superficial tasks and tedious work that consume much of your time, you optimise the hours you need to close more deals.

And I think I’m going to leave it here today; in the next post we’ll show you more tips to increase and improve your sales, otherwise, this one will be too long.

If you want to know more about these experts in sales and technological business development visit us at springboard35.com and discover how we can help you expand and internationalise your business by multiplying your sales… see you soon!

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Channel development: all you need to know about it

November 9, 2022September 20, 2022 by Santiago

Channel development is a strategic approach for all those companies that decide to establish a better or broader commercial relationship between themselves and your customers.

Channel development consists of selecting one or several companies (consultancy, integrator, reseller, MSP, etc.) to distribute your products or services so that they are more and/or better consumed by your customers.

In other words: a channel model (or indirect or partner selling) is one that involves an ecosystem of companies that depend on each other and collaborate in the process of selling a product or service. What you basically do is amplifying and expanding your commercial network so these other companies sell or distribute your solution for you.

But, before we continue… What is a sales channel?

A sales channel is the means through which products or services are shown to consumers, enabling the relationship between the company itself and the potential customer. It can also be an outreach channel to promote the product or service being offered. An advertising platform for the public to come into contact with the items and become customers.

It is about attracting both those who already know the brand and those who do not. For this reason, it is very important to choose the right sales channel and to take into account the outlay to be made on it. A manufacturer’s products will not be shown in the same way as a wholesaler’s or a retailer’s products.

Now, back to channel development.

The objective of having an indirect sales model is to sell more.

This consideration of implementing a sales channel development strategy in your company, specially if you sell, for instance, technology solutions (SaaS, customised software, etc.) seems very obvious, because a model like this offers us certain advantages that we did not take into account:

Interaction with customers that you cannot reach directly.
To be aware of and learn about the market’s novelties/needs.
Provide more volume/capillarity to your products.
Decrease your commercial effort.
Provide value-added services to your product or service.
Open new markets or reach new segments.

Once we have found the need to sell through partners (channel development), for example, we want to go to a very specific market segment to which we do not have access or enter a new country without the capacity to hire our own sales force, we must follow a series of steps:

Strategy and design.
Identification of potential partners.
Qualification.
Onboarding and activation.
Channel management.

The decision to incorporate an indirect or a distribution channel in your sales strategy should result from a well-argued answer to the questions you should ask yourself before building a new distribution channel.

10 questions to ask yourself before implementing a channel development strategy

What value do distributors bring to my product or solution?
Do the distributors complement my product or service or do they only resell it?
What is the relationship that potential distributors have with the end buyers of our products and solutions?
What should these distributors be like multi-brand, exclusive, specific to my product, from sectors related to mine…?
How many distributors should I have?
Where should they be?
What relationship should we build with our distributors? What do we have to offer them so that they will sell us our products?
What should we offer them? What should we demand from them?
How do our competitors relate to their distribution channels?
What actions should we take so that our distributors prefer to sell our product over others that we distribute?

Once these questions have been answered, we will have a clear vision of whether or not it makes sense to incorporate a distribution channel or a channel development strategy in the sale of our products.

If you are considering the possibility of developing a distribution or commercial channel, we, at Springboard35, are experts with more than 20 years of experience. Get to know us and how we can help you expand your business by expanding your partnership’s network. Don’t hesitate more and contact us at info@springboard35.com and we will advise you on how to make the best decision for the commercial development of your company.

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