8 Ways To Increase Sales Acceleration

In the world of B2B sales, time really is money. The faster your reps can close deals, the bigger the impact on your bottom line.

But simply telling your reps to “speed things along” isn’t the right approach. If you push too hard, prospects feel pressured. You’re likely to lose their trust, and deals will stall – or disappear altogether.

Sales acceleration is essential, but it’s not just about going faster. It’s about removing friction and optimizing every step of the sales process so sellers can work smarter, stay focused, and close more deals with confidence.

In this post, we’ll explore what sales acceleration really means and share eight practical tips for ramping up velocity without sacrificing deal quality or customer experience.

What is sales acceleration?

Let’s define sales acceleration and explore its implications for your company and your customers.

Sales acceleration is the process of improving your approaches and strategies to move prospects through the sales funnel more efficiently.

Sales acceleration is a classic win-win scenario. For your company, it means more deals and fewer resources expended. For your customers, it means less wasted time and a better overall experience.

Does sales acceleration help grow revenue?

While we’re on the topic of old adages, we should address another one: What happened to “slow and steady wins the race”?

That’s not the case when it comes to sales acceleration. Sure, you don’t want your reps to rush through sales discovery calls or other customer interactions, but one of the best ways to grow revenue is to take your time and use it more effectively. Sales acceleration allows you to identify better and take advantage of existing revenue opportunities.

For example, say you use one sales acceleration strategy: lead qualification. When you qualify leads before contacting them, you save time on people who are likely to buy and get better results from the same amount of resource expenditure. This leads to more revenue because you’re focused on leads that show proven interest or receptiveness.

And the faster, the better. Lead qualification success is reduced 10x when reps wait longer than five minutes to respond to a form fill or inquiry. At anything over 10 minutes, that decrease in success jumps to 400%.

The same idea applies to all sales acceleration tools and strategies. The time, resources, and leads are out there; sales acceleration improves revenue by cutting waste and putting your focus in the right places.

8 tips to increase sales acceleration

Ready to accelerate sales? Here are just a few tips to get you started:

#1: Use the right tools

Sales acceleration tools help your reps know what to say, show or send, giving them the visibility necessary to determine which deals need particular attention. For example, the best sales acceleration software allows you to keep track of details such as:

• Whether prospects are mentioning your competitors
• Whether deals are multi-threaded
• What messaging is used on calls, and whether this aligns with your most up-to-date recommendations

Based on this information, sales acceleration tools can surface the best training solutions and identify top revenue-driving content, helping move deals forward. This could include building digital sales rooms to set up a mutual action plan.

#2: Improve your sales onboarding and training

To accelerate sales, you need to build out your onboarding and training materials with processes that clearly connect to real-world scenarios. One of the best ways to do this is to deploy sales plays with all necessary information — including everything a rep needs to say, show and do — to sell a new product or build relationships with particular personas.

To make these trainings even more effective, consider using clips from recorded calls or top practice sessions — and don’t forget to make this content available on-demand in a training or onboarding library.

#3: Get more from your notes

Instead of having reps waste valuable time — and potentially distract themselves — by taking notes on calls, use sales acceleration tools to automate notetaking, transcribe communications and gather voice-of-market insights.

This doesn’t just make it easier to learn from every interaction and identify areas for improvement; it also helps you uncover trends that enable reps to choose the right messaging at the right time. They’ll have what they need to use revenue-driving content to win more deals.

#4: Foster better deal collaboration and coaching

To accelerate sales, perform accurate revenue forecasting and more, you need clear communication across multiple roles and departments. Fostering this collaboration requires smoothly sharing the most important content.

For example, have your Business Development Representatives (BDRs) share call snippets with reps and reps share call snippets with Sales Engineers (SEs) and Customer Success Managers (CSMs) to make hand-offs simpler and more effective. You should also empower managers with a coaching workflow based on real data from multiple sources. This enables them to see how healthy their team’s deals and calls are — plus, they can make actionable plans to coach at key intervals.

#5: Align sales and marketing on content

Content plays an important role in the B2B path to purchase. But when sales and marketing teams are misaligned, content can actually slow down cycles, rather than accelerate them.

It’s imperative to align sales and marketing around content. This ensures the right content is created and sellers can easily find the right content at the right moment – without wasting time looking for it. With the right sales enablement platform, you can also track which assets move deals forward. That way, you can double down on content that’ll engage buyers and accelerate sales, and eliminate assets that aren’t used or don’t make a positive impact.

#6: Consolidate everything

From data and background information to training material and sales enablement content, reps can juggle a lot when navigating a single call or communication. Give them access to everything they need, but don’t overwhelm them with unnecessary or poorly organized information. Instead, provide a more streamlined user experience to reduce clicks and save time. This makes reps more agile and better able to respond in unfamiliar scenarios, but it also speeds up prospect communication and makes your sales funnel faster and simpler.

#7: Prioritize the right deals

Not all opportunities are created equal, and sales reps only have so many hours in the day. If they’re focused on the wrong opportunities, it can drag the sales cycle down for all of their deals.

One of the fastest ways to accelerate sales is to help sellers focus on the deals that are most likely to close. With lead scoring software, your sellers can determine high quality opportunities based on signals like buyer engagement, stage velocity, and stakeholder involvement. That way, reps can spend their time on promising deals, instead of spinning their wheels on dead-end leads.

#8: Adjust your sales acceleration strategy regularly

A sales acceleration strategy depends heavily on best practices, up-to-date messaging, new sales enablement materials, and even the latest version of your sales acceleration software. That means there are a variety of changes that can impact your strategy.

There may be opportunities to refine your sales processes that you follow in order to accelerate deals. You can run reports on average deal cycles by industry/segment and which stage of the sales process deals are getting stalled most often. See what training reps have gotten on this stage – it could mean there is an opportunity to reinforce best practices or re-evaluate your sales stages.

Benefits of implementing a sales acceleration strategy

Once you’ve implemented all the right tips and your sales acceleration approach is well underway, you could start seeing benefits around every corner. For example:

• Filled quotas: With a solid sales acceleration solution at your reps’ fingertips, more of them can achieve their quotas faster. That means more deals won, more experience with different persona types, and more revenue.
• Better wins: Bigger, better, faster wins are possible using the right sales acceleration tools. You’re connecting dots to streamline experiences, improving the deals, not just the processes that build them.
• Smoother hand-offs: A completed deal is a product of multiple teams and departments. Sales acceleration makes it smoother and quicker to communicate key points and create better internal and external experiences.
• Reduced churn: Grow your customer base and reduce churn simultaneously. It’s all possible thanks to better processes and more prepared reps.
• Scalable sales motion: Make your sales motion repeatable and scalable with best practices, training, and other sales acceleration solutions. 
• Adoption: Accelerating sales allows you to more easily adapt your sales process and methodology to a “win every stage” approach. This also means improving your stage-to-stage conversions.

Types of sales acceleration tools

There are various tools in the market to help with sales acceleration. Let’s take a closer look at some of the common types of sales acceleration tools.

#1 Prospecting tools

Prospecting is foundational to the sales process. After all, if you can’t find the right prospects, you won’t have anyone to sell to. Prospecting tools allow you to find and contact prospects who are a good fit for your product or service more effectively.

#2 Lead scoring tools

Sellers only have so many hours in the day. You want them to spend their time with prospects most likely to convert. Lead scoring tools help revenue teams identify which leads are the most valuable.

#3 Contact management tools

Contact management tools help revenue teams keep track of details for their current and prospective customers.

#4 Activity tracking tools

Each deal has several moving pieces. Activity tracking tools enable sellers to keep track of all their interactions with prospects.

#5 Revenue enablement tools

Sellers need the right tools, training, and resources to be effective and efficient. An integrated revenue enablement platform like Mindtickle provides sales teams targeted training, personalized coaching, and real-time insights. Our integration of conversation intelligence and ability to set and track challenging yet achievable goals ensures a complete approach to driving sales success.

#6 Sales dialers

Sales reps spend a large portion of their time making calls. While these calls are necessary, manually typing in hundreds of numbers is tedious and time-consuming. Sales dialers are a sales acceleration tool that automates outbound calling.

#7 Sales engagement tools

Modern B2B sellers expect tailored communication and experiences throughout the purchase journey. However, meeting these expectations and effectively engaging buyers is time-consuming.

Sales engagement tools automate communication with prospects. With the right tools, sellers can deliver personalized, targeted outreach at scale.

#8 Sales forecasting tools

Accurate forecasting is important. The right sales acceleration tools empower teams to create more accurate forecasts. In addition, these tools can flag at-risk deals so sales managers can step in to provide guidance and coaching to improve the deal’s outcome.

How to choose a sales acceleration platform for your business

Investing in the right tools can have a major impact on sales acceleration. But the wrong tools can actually slow things down by adding complexity, creating friction, and making it harder to close deals.

So how can you be sure you’re making the right choice?

There’s no one-size-fits-all solution. The best sales acceleration platform for your business depends on your specific goals, processes, and challenges. That said, here are a few key features to look for when evaluating your options.

1. AI-powered insights and automation

The strategic use of AI can significantly boost sales acceleration. Look for sales acceleration solutions that leverage AI to help sellers work smarter. This might include surfacing the right content at the right moment, delivering real-time feedback to support skill development, or suggesting next-best actions to keep deals moving forward.

2. Integration with your existing tools

he right platform should simplify your tech stack, not complicate it. Make sure the solution integrates seamlessly with your CRM, sales engagement tools, content management solutions, and other key tools. That way, everything flows in one streamlined workflow, and your sellers don’t have to waste time toggling between tools or duplicating work.

3. Customization and scalability

Your sales process is unique, and your sales acceleration platform should reflect that. Choose a solution that’s flexible enough to match your workflows, team structures, and KPIs. The platform should also be scalable so it continues to meet your needs as your business grows or evolves.

4. Centralized training, content and coaching

Sales acceleration depends on giving reps the right support at the right time. Rather than juggling point solutions, look for a platform that centralizes sales training, content, and coaching in one place. That way, reps can quickly find what they need, without wasting time asking around or searching multiple tools.

5. Real-time analytics and reporting

Sales acceleration starts with awareness. A strong platform should offer real-time insights into things like deal health, rep performance, and coaching opportunities. These analytics help leaders identify roadblocks, double down on what’s working, and make data-driven decisions that speed up the sales cycle.

Start accelerating sales with Mindtickle

Every sales leader wants to close more deals, faster. Fortunately, accelerating sales doesn’t require a massive overhaul. You just need the right strategy and the right tools to support it.

With the right sales acceleration platform, you can reduce friction, empower your reps, and shorten the sales cycle – all without sacrificing deal quality or customer trust.

Mindtickle goes beyond traditional sales acceleration software. It’s a unified, AI-powered revenue enablement platform that brings together sales training, coaching, content, and performance insights. With Mindtickle, your sellers have everything they need to work smart and close deals faster and more effectively.

This post was originally published in May 2023, updated in December 2023, August 2024, and again in July 2025.