How To Design a Sales Process for B2b sales

Intro Meeting
3
Presentation
4
Demo
2
Product Evaluation

Why Should I Define The Sales Process?

LESS TIME
A great sales process will help sales people & management to recognize a lost deal early.
Tips: Make sure that your sales people learn the decision process of the company that buys from you to make sure you don’t waste time.
Saels peoples time are wasted on deals that will never happen.

Sales Process Marketing Plus Sales

1. Attract Strangers and generate leads
2. Build Interest and create vision
3. Marketing Qualified Lead MQL
4. Sales Qualified Lead SQL

• Qualified
• Solution Definition
• Proposal Submitted
• Shortlisted
• Project confirmed
• Contract Negotiation
• Contract Closure
• Closed - Won

DECISION PROCESS
A lot of sales peoples time are wasted on deals that will never happen.

Sales Process Template

Google’s research shows that 90% of B2B researchers who are online use search specifically to research business purchases, and they conduct an average of 12 searches before engaging on a brand’s website.
Stage 1
Stage 2
Stage 3
Stage 4
Prospecting
Connecting
The Modern B2B Sales Process.
Research
Pitching
Demonstration

Success Factors

FOR YOUR SALES PROCESS
There are a lot of really bad CRM systems out there. Make sure you carefully select a really good CRM system and marketing system. Then add some great tools that helps the sales team be efficient.
Implement IT tools to support the process.

Define Sales Tools

FOR EACH STAGE
What tools needs to be available for your sales team to be able to reach the targeted outcome?
Do your team need a great value proposition, referrals, discovery questions, success stories, demos or presentations? Make sure to define what tools that need to be available for each stage & be creative. Great tools will speed up the process.