B2B Sales | Probing and qualifying
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This document discusses the importance and process of qualifying sales leads. It defines qualifying as filtering suspects based on predefined criteria to determine if they are prospects or not. Examples are provided of asking probing questions to gather information and match suspects against qualifying criteria in order to push them into the prospect category. Key aspects of qualifying criteria are identified as verifying specific needs, budget, and timeline. The document also outlines a sample sales cycle and conversion from suspects to prospects to later stages over time through qualifying questions.
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B2B Sales | Probing and qualifying
- 1. I need to learn to sell!
- 2. B2B sales Probing and qualifying Rudhir Sharan Founder
- 3. B2B Sales What is sales?
- 4. B2B Sales
- 5. B2B Sales
- 6. B2B Sales
- 7. B2B Sales
- 8. B2B Sales
- 9. B2B Sales
- 10. B2B Sales We are always selling
- 11. B2B Sales Every one sells!
- 12. B2B Sales Every one can sell!
- 13. B2B Sales Some are obvious...
- 15. B2B Sales I will help you connect with your friends and family!!! ...others, subtle
- 16. B2B Sales Why do you have to sell?
- 17. B2B Sales sales if you can sell, there is a business
- 18. B2B Sales How to sell to organizations?
- 19. B2B Sales How to sell with a method?
- 22. B2B Sales Sales Life Cycle S uspecting O rder P rospecting C losing A pproaching N egotiating
- 24. B2B Sales Sales Cycle S uspecting Fulfills the criterion for a Suspect (e.g. - Target customer category - Uses a competing product)
- 26. B2B Sales Sales Cycle S uspecting P rospecting 1. Qualified as a would be customer based on a Prospect Criterion (e.g. - Continues to show interest - Has Need and Money)
- 28. B2B Sales Sales Cycle A The meat of the sales process pproaching
- 29. B2B Sales Sales Cycle A 1. Find the MAN 2. Find the influencers 3. Map the account pproaching
- 32. B2B Sales Sales Cycle 1. Closing approach and techniques 2. Do not ASSUME. QUALIFY C losing
- 34. B2B Sales Secpanel Sales Cycle K now about B uy I nterested O h Wow! C ompare T ry out
- 36. B2B Sales Sales Cycle S uspecting P rospecting Process of qualification
- 38. B2B Sales qualifying is useful
- 39. B2B Sales ...in real life and in...
- 40. B2B Sales ...a sales situation We do not have a SaaS budget this year.
- 41. B2B Sales ...a sales situation We do not have a SaaS budget this year.
- 43. B2B Sales qualify: To reach the later stages of a selection process or contest by competing successfully in earlier rounds.
- 44. B2B Sales qualify: To filter suspects based on pre-defined criteria and determine if the suspects are prospects or not
- 45. B2B Sales Why qualify? to know what to focus on and what not to focus on
- 46. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo.
- 47. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources
- 48. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources What is your budget for HR productivity automation?
- 49. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources What is your budget for HR productivity automation We have no budgets this year Budget is $20,000
- 50. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product
- 51. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Who wants to sell to you” Remove Suspect from funnel
- 52. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Does competition have all that you need in my product? Who wants to sell to you” Remove Suspect from funnel
- 53. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Who wants to sell to you” Remove Suspect from funnel Does competition have all that you need in the product? Their reporting is weak, but... Yes and they have good support
- 54. B2B Sales how to qualify?
- 55. B2B Sales By asking questions!
- 56. B2B Sales Get information + Match against Criteria
- 58. B2B Sales Example 1 Suspect Prospect Small business Small business with a security threat perception Has online presence Spends more than $2000/ month on servers Has a budget of more than $300 per month
- 59. B2B Sales Questions Criteria Have you been attacked in Small business with a the past? security threat perception How many servers does it Spends more than $2000/ take to run blahblah.com? month on servers Do you have a monthly security budget? Has a budget of more than $300 per month
- 60. B2B Sales Ask probing questions to determine the shape or the state of your sales process Probing
- 62. B2B Sales Example 2 Suspect Prospect Company with 100 or more employees 100 people company with at least 40 developers Work from two or more locations Developers work remotely Should have a budget of $5000/month
- 63. B2B Sales Questions Criteria How any developers are 100 people company with there in your company? at least 40 developers Do you have coders working remotely? Developers work remotely What is your monthly budget? Should have a budget of $5000/month
- 64. B2B Sales Define SUSPECT & PROSPECT clearly Make a matrix of information you need to qualify Qualify prospects. Push them to the Prospect bucket
- 65. B2B Sales Essentials of a qualifying criterion Verify specific need Has money? Time line?
- 66. B2B Sales Example 1 Suspect Prospect Small business Small business with a security threat perception Has online presence Spends more than $2000/ month on servers Has a budget of more than $300 per month
- 67. B2B Sales Example 2 Questions Criteria How any developers are 100 people company with there in your company? at least 40 developers Do you have coders working remotely? Developers work remotely What is your monthly budget? Should have a budget of $5000/month
- 68. B2B Sales 100 Suspects, Day 0 50 Prospects Day 10 40 Approaching Day 25 12 Negotiating Day 85 4 Closing Day 115 2 Order, Day 135
- 69. B2B Sales Stage Number Days Suspecting 100 Day 0 Prospecting 50 Day 10 Approaching 40 Day 25 Negotiating 12 Day 85 Closing 4 Day 115 Order 2 Day 135