Read on and learn how one of our hub members grew their client base and sales by more than 900 % in only 2 years!
XLR8HUB is full of startup companies working with B2B sales on a daily basis. So we figured - why not get an insight into what it takes to succeed with B2B from a startup perspective? We had a chat with Camille, CEO of PNKT AS, which today employs 4 people: Camille, Daniel, Bjørn and Simen. Daniel, Bjørn and Simen all are developers. Bjørn is also a designer. Here is what he had to say:
Tell us a little bit about PNKT AS:
PNKT AS was founded back in 2015. Daniel and Bjørn were already developing websites together but wanted to create an AS to bring more structure to their short-term and long-term strategy. So when we met, we began to discuss the possibility that I could join and take over most business development and administration work. We created an AS together and have been working on digital communication projects since then. We do all projects entirely in-house so our clients always understand our work and get the best service possible from the initial ideas to the final delivering.
How big part of your business today is B2B sales?
We are a digital communication agency so we do exclusively B2B sales. It can be a website for a local business, to an animated video for the Oslo Innovation Week. We also work with several bigger communication agencies that are not fully involved in digital themselves.
How do you work with B2B sales?
There are no real secrets there. It takes a lot of work and time. Norway is great for B2B sales because you can almost always find the contact information of the person you need to talk on their company’s website. We usually try to contact as many potential customers as possible and follow-up on their projects after meeting with them. Participating in relevant events helps to accelerate this first contact, and of course, previous customers recommending us to other companies is the biggest part of our sales’ successes.
What has been the biggest challenge in being a start-up working with B2B sales?
As in any competitive industry, these potential clients are used to being contacted by business developers, so it’s very easy to be ignored. There are also budget and timing challenges in many communication projects. The client needs to have everything ready in a very difficult time frame, but also can’t understand why it should cost so much.
How do you encounter such challenges?
Competition doesn’t have to be negative when it comes to business: it can be a challenge to bring the best in your service and really work hard for the client. We believe this mentality is reflected in our sales strategy, where every contact we have with potential customers is unique and relates exactly to their business. In short, we never send the same email to two different clients. Successful B2B sales should take time and hard work. The details in our sales strategy are also constantly adapted because we get a better understanding of what works and what doesn’t as we progress.
Concerning budget and timing challenges, it comes down to being very honest with our clients. By doing everything in-house, we know exactly how long it will take, but also the quality that we can deliver. We can explain very precisely what the costs are and how much flexibility we have in regards to the deadline.
What do you believe is needed to succeed with B2B sales?
Patience and honesty. If you believe in your service/product, you should do your best in finding the right way to communicate that to potential customers. It won’t always succeed, at least not for us, but adapting your sales strategy and explaining to them exactly what you can (and can’t) deliver should really help in the long run.
Does the fact that you are based in a hub with other B2B sales companies help you in your business or unlock any opportunities?
I definitely believe so, yes. It’s very important in B2B sales to have an actual physical contact with potential customers because it’s where you can build a trusting relationship. By participating in events and being part of relevant networks, you always increase your chances to do just that.
What are your recommendations for other start-ups trying to succeed with B2B sales?
Understand what differentiates you from the competition and how your sales strategy can reflect that. You don’t want to be just another email in your potential clients’ inbox.
Tell us a little bit about PNKT AS:
PNKT AS was founded back in 2015. Daniel and Bjørn were already developing websites together but wanted to create an AS to bring more structure to their short-term and long-term strategy. So when we met, we began to discuss the possibility that I could join and take over most business development and administration work. We created an AS together and have been working on digital communication projects since then. We do all projects entirely in-house so our clients always understand our work and get the best service possible from the initial ideas to the final delivering.
How big part of your business today is B2B sales?
We are a digital communication agency so we do exclusively B2B sales. It can be a website for a local business, to an animated video for the Oslo Innovation Week. We also work with several bigger communication agencies that are not fully involved in digital themselves.
How do you work with B2B sales?
There are no real secrets there. It takes a lot of work and time. Norway is great for B2B sales because you can almost always find the contact information of the person you need to talk on their company’s website. We usually try to contact as many potential customers as possible and follow-up on their projects after meeting with them. Participating in relevant events helps to accelerate this first contact, and of course, previous customers recommending us to other companies is the biggest part of our sales’ successes.
What has been the biggest challenge in being a start-up working with B2B sales?
As in any competitive industry, these potential clients are used to being contacted by business developers, so it’s very easy to be ignored. There are also budget and timing challenges in many communication projects. The client needs to have everything ready in a very difficult time frame, but also can’t understand why it should cost so much.
How do you encounter such challenges?
Competition doesn’t have to be negative when it comes to business: it can be a challenge to bring the best in your service and really work hard for the client. We believe this mentality is reflected in our sales strategy, where every contact we have with potential customers is unique and relates exactly to their business. In short, we never send the same email to two different clients. Successful B2B sales should take time and hard work. The details in our sales strategy are also constantly adapted because we get a better understanding of what works and what doesn’t as we progress.
Concerning budget and timing challenges, it comes down to being very honest with our clients. By doing everything in-house, we know exactly how long it will take, but also the quality that we can deliver. We can explain very precisely what the costs are and how much flexibility we have in regards to the deadline.
What do you believe is needed to succeed with B2B sales?
Patience and honesty. If you believe in your service/product, you should do your best in finding the right way to communicate that to potential customers. It won’t always succeed, at least not for us, but adapting your sales strategy and explaining to them exactly what you can (and can’t) deliver should really help in the long run.
Does the fact that you are based in a hub with other B2B sales companies help you in your business or unlock any opportunities?
I definitely believe so, yes. It’s very important in B2B sales to have an actual physical contact with potential customers because it’s where you can build a trusting relationship. By participating in events and being part of relevant networks, you always increase your chances to do just that.
What are your recommendations for other start-ups trying to succeed with B2B sales?
Understand what differentiates you from the competition and how your sales strategy can reflect that. You don’t want to be just another email in your potential clients’ inbox.
Why XLR8HUB?
Come and go as you please - be surrounded by expertise.
XLR8HUB cares about creating an environment of down to earth people who are genuinely interested in developing their business and staying focused. Come and be a part of an environment where your business can thrive and the disturbances of the home office are left behind. We share our knowledge, we help when we can, and we have no interest in taking your money (only a little bit so we can afford to serve you hot dogs on Fridays).
So - don’t want to see your revenue being eaten up by high office rental costs? Come see us at Skøyen and rent a desk or an office in our hub.
So - don’t want to see your revenue being eaten up by high office rental costs? Come see us at Skøyen and rent a desk or an office in our hub.
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