The document outlines the key steps in an effective B2B sales process. It discusses 6 steps: 1) selecting the right prospects through segmentation and ideal customer profiles, 2) initial contact through meetings, 3) implementing the right sales strategy, 4) performing well in face-to-face meetings, 5) determining the next step, and 6) closing deals. It emphasizes the importance of clean, accurate customer data to enhance the sales process.
2. What is a
Sales Process?
Sales processes refers to the activities and
steps that help you land sales and close deals.
This term includes the many operations that
your sales teams handle to make sure that you
land more product sales, sign up more people
for your services, close more deals and increase
overall revenue, margins and profits.
3. WHAT ARE THE BENEFITS OF
EMPLOYING
The Right B2B Sales
Process?
MEASURABLE AND
PREDICTABLE
OUTCOMES
Getting desired
outcomes becomes
easier. You can also
enjoy bigger profits
and larger margins
TANGIBLE RESULTS
Results that are
tangible in this
scenario are ones you
can compare and
measure. Such
outcomes help you
grow
REPEATABLE AND
REPRODUCIBLE
ACTIVITIES
With the right sales
process you can
replicate desired
outcomes repeatedly,
boosting your profits.
4. The Simplest
B2B Sales
Process for
Success
In the case of most
organizations, the sales process
flows in a set pattern which
usually follows these critical
steps. Sometimes, the order
may be slightly different, but
the following activities are
typically involved in the B2B
sales process.
5. Step One: Selecting the Right
or Best Prospects
Marketing Segmentation will help you identify
groups who are the most interested or willing to
invest in your offering. With segmentation, your
efforts will be channelized in the right place, and
you can also provide the best customer experiences.
Ideal Customer Profiles are the best method to evaluate and
distinguish the best opportunities.
With ideal customer profiling, you essentially build a blueprint or
map of the average customer most likely to avail your products and
services. ICPs offer valuable insights that’ll help you evaluate whom
to say ‘yes’ to and whom to say ‘no’ to.
6. ICPs will boost your B2B sales process by helping you
strike gold when it comes to prospects.
Buyer Persona V/S Ideal
Customer Profile
Source: cience.com
7. Step Two: Reach Out
For Initial Contact
The simplest way of initiating contact is by
getting a meeting with them. Meetings work
best when the prospect doesn’t know much
about you or your organization. These types of
prospects are usually found over lead generation
efforts or on B2B networks.
Research has shown that sending meeting requests earlier
in the week and at the beginning of the day brings in the best
results. So, soliciting a meeting early on Monday morning is
probably going to be the most successful. Usually, the reason
for this is that people are usually quick to check emails and
build schedules for the upcoming week
8.
9. Step Three: Pick and Implement
Your Sales Strategy
At this stage, it becomes crucial to pick and
implement the right B2B sales strategy. No two
prospects are created to be the same, and
likewise, no two will be convinced with the
same sales strategy. Different candidates
demand different approaches.
While choosing the right B2B sales strategy, remember that only
if your prospect finds reliability with what you say or do, will they
sign up for your proposition. To summarize, don’t mock the person
in front of you or be condescending. Instead, listen raptly for any
indication of which category your prospect belongs to and
accordingly pick your approach.
10. Understand what your customer probably wants and tactfully work
towards offering that to them. Their biggest objections will help you
understand what their most pressing need is.
Different Customers Have
Different Objections
Source: logision.com
Source: logision.com
11. Step Four: Perform Well in the
Face-to-Face Meeting
In the first meeting, evaluate what the prospect
is seeking. This means that you need to nderstand
precisely what the prospect wants or expects.
Start by asking questions will bring in answers you
need. By engaging in conversation, you will build
a rapport with your best prospects
In B2B, your prospect’s motivation isn’t solely their own. While it is
single people or teams that buy your product, the organization is the
one paying for it. So, when you go for face-to-face meetings read up a
little on the company’s goals a little. Furthermore, this will give you a
deeper understanding of what the prospect’s aspiration might be and
how you can tailor your offering to cater to these needs.
12.
13. Step Five: Determine the
Appropriate Next Step
and Act On It
If your face-to-face meeting hits all the right
spots, you’re sure to get a positive outcome in
the form of an order or a step ahead in the
purchase process. However, it is highly unlikely
that you’ll immediately get a sale in the first
meeting.
Usually, you’ll see that your prospects jump on to actions that
will hint at whether your sale is likely to be successful or not.
With practise, you'll be able to understand what the prospect
really means when they say something. Unlocking the true
intentions of what they say can make the difference between
landing the sale and returning empty-handed.
14.
15. Step Six: Close Deal At The
Right Time Like a Pro
if you have really done your job well your prospect
will value your offering. They are bound to be
confident that you have the solution to their needs
or problem. Consequently, they are bound to break
the silence and sign up for your proposition.
If you have successfully landed the sale, you’ll have to make
sure to get a contract signed or payment secured at the
right time.In most cases, it is best to strike when the iron is
hot and sign-up immediately when the prospect is ready.
Waiting too long may lead to a failed or lost sale, and that’s
the last thing any salesperson needs.
16. How Can You Enhance
Your B2B Sales rocess?
In the B2B scenario, the right data about
leads and prospects can make the difference
between mediocrity and roaring success. No
sales process can run without a clean, up-to-
date CRM, insights and analytics, skilled
employees, and the right data.
17. M
S
A
R
T
SPECIFIC
You should have data about the accurate people
ACCURATE
Your data can't be wrong or incorrect no matter what
RELEVANT
Centering your efforts around out-dated data is counterproductive
TIME-BOUND
Set a time frame for receiving new prospct data and
database cleaning
MINED ON-DEMAND
You should choose people who fit your Customer Profile
WHAT SHOULD YOUR
DATA BE?
18. CONTACT US
We can help power your B2B Sales Process and other
Sales and Marketing efforts with comprehensive lead
lists and valuable data. Get in touch now to learn how
we can help you grow!
General Inquiry: info@bizprospex.com
Sales Inquiry: murtaza@bizprospex.com
Or schedule a FREE demo at:
https://www.bizprospex.com/contact/
