I Can't Generate Any Sales in My Business, How Can I Fix This?

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

Did you know that it takes an average of eighteen calls for businesses to connect with a B2B buyer? 

In an increasingly competitive market, getting your B2B sales process to generate the right kinds of results might feel like an uphill battle.

You might be wondering why is it that your business, despite providing a great product or service, isn’t attracting the clientele it deserves. To help you out, we’ve created a guide that offers advice for overcoming these barriers. 

Keep reading if you would like to find out more. 

Not Having a Big Enough Audience

B2B companies often struggle to boost their sales when they have small customer bases. This can be particularly frustrating if you are a VP of sales in a SaaS business.

Even if you have the best product or service in the market, you won’t be able to generate sales if you don’t have an audience to sell to. Therefore, your growth prospects will remain limited.

There are various strategies to increase your audience size. Social media is a great tool for this. You can increase your activity on platforms such as LinkedIn, Facebook, and Twitter for the purpose of reaching new customers.

Networking is another practical way to grow your customer base. Find and go to in-person events where potential customers might be. Additionally, reach out to indivdiuals online to connect online or in-person. 

Content marketing is also an ideal tool for audience growth. This involves creating and sharing valuable content that attracts and engages your target audience. 

You Don’t Have the Right Audience

You might be experiencing low sales if you’ve been targeting the wrong audience. CEOs and CMOs are often faced with the challenge of identifying the right customer base for the products or services that they’re selling.

For example, it probably won’t be effective to sell high-tech software to an audience that lacks technical knowledge.

To solve this problem, you’ll need to redefine your target audience. Start by doing lots of market research.

You’ll need clearly understand your ideal customer’s needs, desires, and challenges. Use these insights to develop and implement a more targeted marketing strategy.

You Are Not Selling Constantly Enough

In B2B sales, consistency is key. These businesses tend to have sales problems when they fail to engage with their customers on a regular basis.

Understand that lead generation for inside sales should be a constant process. Even if you’re not seeing quick results, don’t give up. 

There are a variety of sales strategies you can embrace. This could involve email marketing campaigns, social media advertising, or even cold calling.

You can also attend networking events and set up booths at industry exhibitions. 

You Have Not Yet Proven Yourself

Trust is fundamental in business. If your audience does not trust your product or service, chances are that they will not choose to buy from you. This is a typical problem that businesses face.

It is easier to prove yourself to your audience than you might think. You can accomplish this by gathering customer testimonials and case studies. These types of social proof can increase customer trust. 

Having an Unclear Offer

You need to define your products and services needs in a clear, concise, and compelling manner. If potential customers don’t understand why they should buy it, they will probably choose not to make a purchase.

If your offer is not very clear, of the best strategies for generating sales leads is to make sure that your product descriptions are easily understandable. Be sure to highlight the benefits to your target customers.

Frequently review and update your messaging to make sure that it aligns with your audience’s needs. 

An Out-Of-Date Sales Page

In most circumstances, your sales or landing page is the first point of contact between your product or service and potential customers. If it’s outdated, it may not be effective at attracting leads.

It is possible that your sales page does not need a total overhaul. You might be able to improve it by making a few small and simple changes.

Regardless of what you choose to do, make sure to keep it fresh and engaging. Take time to update product information and to add new customer testimonials.

Expectations Are Too High

If your sales targets are consistently unrealistic, you might feel as if you are failing at your job. This can negatively impact your team’s motivation.

If you feel like your sales expectations are too high, focus on setting targets that are more achievable. After setting and accomplishing more realistic goals, you can gradually increase them as your business grows.

It’s also a good idea to regularly review your sales strategy and make changes based on performance. Understand that steady and sustainable business growth will often trump rapid expansion.

Not Doing Follow-Up Calls

If you have not been doing sales follow-ups, you should start doing this. In business, potential customers often need additional engagement before they feel ready to make a purchase.

Without follow-ups, leads could feel neglected. They might even forget about your offerings and turn to competitors who offer the consistent attention they seek.

If you do not have team members in place to conduct follow-up calls, you should consider hiring new employees. If this is not an option, you should hire a company that can do this for you. 

Improving the B2B Sales Process

It can be stressful if your business is not making enough sales. The good news is that there are various things you can do to improve your B2B sales process. 

Start by redefining your target audience and making sure that your offerings are in alignment with their desires and needs. You should also try to implement selling strategies that are more consistent. 

Do you need help generating sales leads for your B2B business? If so, The Selling Factory can help you.

We provide on-demand sales support and can help you to find sales talent for your organization. Don’t hesitate to contact us to schedule a free consultation today!

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.


Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.


Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!


Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.


Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.


Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.


Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.


Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.


Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!


Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!


Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.


Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led Slingshotfund.org to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.


Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.