How to increase B2B sales is one of the most common questions we get asked.
It’s a critical question. Usually asked when the organisation’s run out of ideas or are under increasing pressure to switch the results up a gear
And, usually after they’ve made a big bet on a sales growth initiative that landed poorly.
Here’s the problem when it comes to how to increase B2B sales
When sales teams think about growing their sales it’s easy to get carried away on wild moon-shots and crazy, expensive campaigns, that inevitably crash expectations…
Sadly, I’ve seen more examples of costly failures than roaring successes.
So, what does work?
Conversely, when in comes to increasing B2B sales results then it’s the focus and importance organisations put on getting the basics right every single day that makes the difference between a 5% profit or a 5% loss.
Getting the basics right means higher sales revenue and margin in the short term, and the creation of a predictable and scale-able sales engine for next quarter!
Want to hear more?
Let’s Go!
How to Increase B2B Sales | Identifying Your Your Hidden 10%
I believe that most sales team harbour a hidden 10% uplift in performance.
To many organisations, that 10% is well hidden in plain site!
And the good news?
When looking for extra sales you don’t need extra headcount, more marketing spend, a mass of extra leads or a complete sales overhaul to find it.
The first 10% is almost always the easiest…
It’s additional sales revenue and margin locked up in leaky processes, weak positioning, poor time management and missed opportunities your sales team can’t even see..
Here’s how we help you claim your hidden 10% in increased sales.
If you want us to SHOW you exactly how it’s done – check this out – How to Fix a Leaky Sales Pipeline
How to Increase B2B Sales | Easy Sales Wins That Can Deliver Fast Revenue, Margin and Customer Footprint
Here are a just a handful of the routes to discover your 10% and can act as your starting point when you’re wondering how to increase sales in your business…
How To Increase B2B Sales 1 | Tighten Discount Discipline
Stop leaking margin.
A clear discount policy + coaching reps to defend value often recovers 3–5% profit overnight.
How To Increase B2B Sales 2 | Sharpen Discovery Conversations
One extra layer of questioning around urgency, budget leakage, or opportunity cost can turn a “maybe later” into a deal this quarter, or free up precious sales pipeline space because you’ve identified this is no fit or the prospects not serious about working with you.
If you want to increase sales – you need to put the work in where the chances of converting is at the highest level.
Factor in a 2% uplift.
How To Increase B2B Sales 3 | Nail Your USP
Stop sounding like all the other sales reps else if you want to increase sales revenue.
Get crystal clear on what only you can say…and use it in all sales pitches, email outreach, website, LinkedIn and any other comms
Coupling this with a peer-to-peer narrative when you’re in your Kill Zone can lead to a marked uplift – maybe as much as 2%
How To Increase B2B Sales 4 | Fix Cross-Sell & Up-Sell Frames
Every deal is worth more than you’re currently billing. Fact!
Do you cross sell on all your deals, with all clients? New clients? Old clients?
If not, you have an untapped goldmine.
Don’t leave money on the table.
Ask: Who is buying from you who could buy more or buy other lines, products or services?
In some companies, this alone, can give a 10% uplift
How To Increase B2B Sales 5 | Adopt a Strong Value Proposition
Show ROI in pounds, cold hard absolutes. Absolutes so powerful your prospect can’t walk away.
Once you understand that your buyers need board-ready evidence, and deliver that evidence – then you’re well on your increasing your conversion rate and shortening your sales cycle.
Make your solution easy to defend for your champion. Fastest way to increase sales…and once you’ve got that sales collateral, you use it every single time!
Build no-brainer value propositions. Time spend in this area is never wasted.
Factor in a 3% increase with a strong ROI and the evidence to back it up. 5% uplift
This alone could see you breech your 10% sales increase.
How To Increase B2B Sales 6 | Refine Your ICP
Aim sharper. Free your team from chasing buyers who’ll never buy. Cut lose on the weak fit ICPs. Wow, this is another game changer at 5% uplift
How To Increase B2B Sales 7 | Stop Chasing Rubbish Leads
Closely aligned with elements already covered but it takes concerted discipline for reps to shift focus from grind to growth. Double-down on high probability opportunities…ditch the rest, Focus and speed drive deals.
How To Increase B2B Sales 8 | Re-Activate Dormant Accounts
The “nearlys” and “formers” in your CRM often deliver faster ROI than cold leads.
Last year’s near misses could be this years pipeline – time to revisit if you’re looking for a speedy increase in sales results. Tough to quantify this one as it depends on how you close lost sales and how you nurture lost opportunities.
How To Increase B2B Sales 9 | Shorten Proposal Cycles
Standardise 80% of your proposal template. Let reps customise the 20% that matters. Faster turnaround = higher close rates. Speed stuns so anytime you lose momentum your chances of conversion drop. 2% uplift
How To Increase B2B Sales 10 | Introduce Peer-to-Peer Case Studies
Nothing builds credibility faster than “someone just like you solved this problem with us.”
Get 2 or 3 rock solid cases – get them out there.
Whether its FOMO, or competitive advantage, no-one wants to think they missed an opportunity to out-perform their competition.
This is a strategic muscle you can flex to increase sales.
5% uplift
How To Increase B2B Sales 11 | Run Win/Loss Reviews
Stop taking ‘too expensive’ as the reason you miss a deal.
Dig deeper.
You can increase sales quickly by building a questioning structure to uncover the truth. Look for prospect fit before revenue if you want to close more deals and increase sales.
Thirty minutes analysing the last 5 deals can highlight repeatable fixes that raise performance immediately. Longer term uplift, critical and strategic.
3% uplift climbing over time
How To Increase B2B Sales 12 | Clarify Next Step Ownership
If you want to increase sales, end all sales call with “who does what by when.”
Eliminate stalls into silence…and never leave the call without booking the next action.
Uplift is questionable – but it will be positive, however the biggest payback is the amount of time your sales reps gain in not chasing prospects who have ghosted you.
How To Increase B2B Sales 13 | Pipeline Sanitation
When it comes to increasing sales, you need to cut zombie deals if you want to increase sales. A smaller, cleaner pipeline improves focus, forecast accuracy, and close ratios. Less is definitely more! An easy 3%
How To Increase B2B Sales 14 | Strengthen Customer Success Handover
Closing is step one. Smooth transitions increase renewals and expansion revenue – the real compounding growth engine. This is your biggest opportunity to drop a tonne of money if the business relationship goes wrong before it gets started.
Buyers remorse is expensive – don’t let their first experience cause them to doubt their decision to buy from you!
When it comes to increasing sales results this is a true gamechanger – can be double digits – but this is not a sales problem as much as a whole company problem, sales is a supply chain, so the question becomes how string is your weakest link?
How To Increase B2B Sales 15 | Micro-Coaching Moments
Five minutes of real-time deal coaching produces faster skill shifts than any two-day classroom training, that’s a dynamic way to increase sales results across the board!
Ready to Increase Sales BUT Confused About Where to Start?
That’s perfectly fine, if you’re wondering where to start to claim your additional 10%.
No need to wonder – I’ll show you – Start here >> Fix Your Leaky Sales Pipeline
If you’re not convinced you’re ready to face down your leaky sales pipeline just yet, and instead want to see exactly where these revenue holes are in your sales team – then we can do that too – check out the Morton Kyle Sales Insight Audit
Before you decide what your next best step will be, just think about….
- What would these kinds of uplift mean for your sales revenue and sales margin?
- What if you could compound those gains over the next 4 quarters?
- Would that get the board off your back?
- Would the team be energised, motivated and off the charts happy with their bonus pay-outs?
Get the Basics Right | Seal the Sales Pipeline | Improve the Sales Process | Increase Sales This Month and Build a Sales Engine for Next Quarter!
This isn’t about theory.
I know getting the basics right every single day, with every rep is the key to increasing B2B sales, consistently.
So why do so many sales teams run at a low margin, or even a loss?
Because when the pressures is on, too many sales leaders default to complex and expensive instead of simple and grounded.
Sometimes that comes down to identifying the fast wins and executing them with discipline. (If that’s something you’re struggling with then check out the Morton Kyle Sales Insight Audit )
That’s your 10%.
At least.
Right there.
No magic.
No mystery.
Just hunting in the right places, with the right story, for the right customers.
Ready to Unlock Your 10%?
Book a call today and let’s find your fastest path to measurable sales uplift by following a process I’ve used for increasing sales over the last 20+ years across many industries, economic climates and market maturity levels.
Not ready yet but interested to find out more?
Check out our free workshop webinar – Fix Your Leaky Sales Funnel – totally free, use the booking link above and we’ll sort out a time for you/your team to start their sales growth process! Increasing sales using practical initiatives you can implement immediately.
About Morton Kyle Limited
For over 20 years, we’ve helped CEOs, CROs, and Sales Leaders turn underperforming sales functions into revenue powerhouses, and ultimately, high performance sales teams. Our mantra: Sales improvement isn’t magic – it’s method!
Don’t Close the Page – Take Action Now – Get Ready to Fix Your Sales Performance Today!
- Download 100 Ways to Improve B2B Sales – instant quick wins when you need to increase sales fast
- Book the Free Fix Your Leaky Pipeline Workshop – I’ll show you some of the strategies to increase sales within the next 3 months
- Arrange a Free Sales Consultation – discuss your sales challenges & revenue growth goals and looking at ways you could start increasing sales results without delay
Stop leaving revenue on the table.
Get rid of your leaky sales pipeline.
Stop wondering how to increase B2B sales.
Embrace the possibility that your sales team could have a 10% uplift in sales within 1 quarter
Take the first step to increasing sales today.
What do you have to lose?
Hi, welcome to Morton Kyle Limited.
As Founder and Lead Consultant, I’ve spent the last 30+ years in the trenches of sales—fixing broken pipelines, rebuilding underperforming teams, and helping businesses close more deals at higher margins.
I’ve worked with global brands, challenger firms, and fast-growth sales teams, helping them:
✔ Fix underperforming pipelines – turning ghosted leads into closed deals.
✔ Increase win rates – without discounting or chasing bad-fit prospects.
✔ Build sales systems that actually work – so you don’t waste time on ‘busy work’ that doesn’t convert.
I’m not another ‘sales trainer.’ I don’t teach theory. I fix sales problems – fast. And if you’re still reading, it means you’ve got a problem that needs fixing.
I know how sales leaders think because I’ve been one. I know what the board wants because I’ve sat in those meetings.
And I know what works – because I’ve done it, tested it, and proved it across industries, markets, and economic downturns.
Download your free copy of 100 Sales Improvement Opportunities for B2B Sales Teams