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How to create a B2B sales process

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How to create a B2B sales process

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A B2B sales process is a repeatable set of steps to move prospect from early-stage lead to closed customer. It Identifies the places where prospects can’t move forward without help from a sales rep.

A B2B sales process is a repeatable set of steps to move prospect from early-stage lead to closed customer. It Identifies the places where prospects can’t move forward without help from a sales rep.

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How to create a B2B sales process

  1. 1. How to create a B2B sales process Aisling Foley
  2. 2. ▪ A repeatable set of steps to move prospect from early- stage lead to closed customer ▪ A prospect’s journey from realising they have a need, to making a purchase ▪ Identifies the places where prospects can’t move forward without help from a sales rep Companies that implement a sales process outperform companies that do not (HBR) Prospect Prepare Approach Present Handle objectives Close Follow up
  3. 3. Graphic from SuperOffice.com
  4. 4. ▪ Who are you selling to? ❑ Target industry/sector ❑ Target company size ❑ Identify areas where you can help ▪ How will you find them? ❑ Marketing leads ❑ Direct contact ❑ LinkedIn ❑ Referrals
  5. 5. • What are my main customer groups? • How do they differ in terms of their buying patterns? • How differently do I sell to new customers versus repeat business? • What are my customers’ expectations in each sales stage and what can I do to meet them? • Step into your prospect’s shoes
  6. 6. ▪ Does the prospect need it? ▪ Can the prospect see value in the offer? ▪ Is there budget? Is a priority (if so, why)? ▪ Who is the decision maker(s)? ▪ Do I have access to decision maker(s)? ▪ What other solutions are they evaluating?
  7. 7. ▪ How will you approach your target ❑ Phone ❑ LinkedIn ❑ Email ❑ Webinar ❑ Event ❑ Direct Mail
  8. 8. ▪ What will you present to your target? ❑ Proof of concept ❑ Demo ❑ Meeting ❑ Solution proposal ❑ Case studies ❑ Benefits ❑ ROI
  9. 9. ▪ Listening to prospect's objections and questions can help better tailor your product to fit their needs ▪ Cost? ▪ Onboarding? ▪ Negotiation
  10. 10. ▪ Achieve buy in from decision makers ▪ Contract signed
  11. 11. ▪ Hand over to implementation/delivery team ▪ When implemented, transition to Account Management ▪ Follow up - continue to reinforce value ▪ Create case study ▪ Cross sell/Upsell
  12. 12. www.aislingfoley.com +353 87 918 2986

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