Do you know where your bee hive is? - Scott Schwalbe of NimbeLink

Scott Schwalbe, the CEO of NimbeLink, grew his company's revenue from $1.8m in 2014 to $6.5m in 2017, a 256% increase, and now they are on track to hit $10m to $11m this year. NimbeLink creates and deploys carrier-certified embedded modems and asset tracking solutions that reduce costs and time to market. In this interview with Eversprint's Malcolm Lui, Scott shares how he and his team accelerated their high value sales by: Focusing on a very specific niche within the Internet of Things.  Turning away business that isn't a good fit for their solution.  Competing successfully against much bigger competitors by ensuring they have right message to the right people.   Actionable High Value Sales Insights:   You too can apply Scott's multi-prong strategy to compete effectively against bigger competitors that easily outspend you marketing-wise.   First, specialize in a fast growing niche within a fast growing industry.   NimbeLink's specialty is cellular connectivity and asset tracking for industrial B2B applications. Their customers have valuable remote assets that can't connect to an ethernet backhaul or to someone else's network.   Second, make sure your prospects are the right fit for your product or service before investing a lot resources working with them.   By specializing in tightly focused niche, NimbeLink's sales team can quickly assess (a) if the prospect has a business model that makes sense, (b) if the prospect's team and product has a good chance of succeeding, and (c) if NimbeLink is the best solution for them.   Third, make sure you get the right message to the right people.   For NimbeLink, the right message is driven by their niche specialization, and the right people to target is informed by their prospect qualification process.   Fourth, make it easy for your partners to sell your product or service.   About two thirds of NimbeLink's leads come from their distributors and telecom carriers. They do whatever they can to help their partners understand and sell their solution: they provide training, join sales calls, do webinars, create sales collateral and case studies. Most importantly, they follow up quickly on all leads from their partners, the good ones and the bad ones, as they respect and appreciate their efforts.