Sales Acceleration

Technology selling is difficult.  But its kids Tee-ball compared to the major league selling of emerging technology.  Bringing technical innovations to market requires that salespeople be skilled technical evangelists, and it’s a rare sales team that can succeed at this task, regardless of how successful they have been at other technology sales roles.

One of the most difficult challenges for an emerging-technology company is the amount of financial risk associated with hiring an internal sales team. Even if you hire the perfect sales team, which is usually rare there is still the enourmous challenge of "TIME TO REVENUE". The statistics prove that the average amount of sales calls it takes to get a PO averages around 6-7 meetings when you have a proven technology........much higher for an innovative technology that is an unknown to the market. The challenge is what we refer to as the "7 step process of not being in the know".

1. Identify the buyer.

2. Research the profile of the buyer.

3. Try to schedule a meeting; cold call; email; fax; trade show; referral, etc.

4. Schedule a live sales call with the screener(almost 100% of CTO/CIOs dont meet with emerging technologies cold).

5. On sales call try to uncover a need and pitch your product or service.

6. Try to gain accurate feedback and schedule a follow up appoiintment with the decision maker.

7. If you are lucky enough to get a follow up meeting repeat steps 4 through 6. 

Cresting Wave averages a 30% conversion ratio from 1st appointment to final purchase order. How do we accomplish this you might ask? We work with over 200 decision makers who trust Cresting Wave's recommendations and opinions. When we talk they listen. What this means to you is by working with Cresting Wave you ELIMINATE STEPS 1 THROUGH 7;  which is typically a 6 month cash burn.

We engage you with a group of  Cresting Wave sales people that each have over 15 years of experience selling new technology – specifically the hardware and software of the startup.  We identify the "qualified profile target" usually 25 decision makers and OFF WE GO......... That’s all we do, every day for 10 years. 

"be in the know" use Cresting Wave