Sales Process Marketing Framework BtoB Sales Introducing a concrete example of a sales process framework and the steps to create it
In a survey conducted in 2020, the challenges business people face in B2B sales included "ability to develop new business (55.5%)" and "improving skills (44.8%)."
In fact, B2B sales cycles often take a long time, and the list of aruba consumer email target customers are a narrow range, so sales personnel are required to have highly specialized skills (e.g. industry and product knowledge, understanding of customer needs, negotiating skills, etc.).
In particular, for companies that approach specific targets such as through ABM, the personalization of sales activities may become an issue.
In such cases, it is effective to define a "sales process." A sales process is a way of thinking that clearly summarizes the flow of your company from "building contacts" to "closing the deal."
This time, we will explain the overall flow and an example of a framework for an effective sales process that can streamline sales activities in B2B.
What is the sales process?
A sales process is a summary of the steps a sales team needs to take to close a sale, with the aim of making it more reproducible. In other words, it defines the flow of the process, starting from lead generation, to final closing, and subsequent follow-up.
In the B2B business model, even if a purchase is made, it is rarely a one-time transaction; it is more common for it to lead to ongoing transactions.
In B2B, the products handled tend to be highly specialized and the purchase price tends to be high. During the negotiation process, you must find out the other party's requests, budget, delivery date, etc., and make a reasonable proposal on "what benefits the organization will get from purchasing."
Therefore, sales representatives are required to have expertise, and if no measures are taken, the work will become dependent on individual skills.
Therefore, by creating a framework for the work of sales representatives through the sales process, the quality of sales activities can be maintained at a certain level.
Introducing a concrete example of a sales process framework and the steps to create it
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