A Complete 8 Steps Guide to Finally Build a Winning Sales Process this 2022 with FindThatLead

Sales process
What is the sales process and what are its objectives? You probably haven’t optimized your sales process yet, but don’t worry, we can help you!

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Are you sure you’ve taken a good look at your B2B sales process? Are you really getting to where you want to be? I have doubts about it, because there is always room for improvement, right?

That’s why from FindThatLead we are going to help you understand each stage of your B2B sales process so you can get where you want to go, never forgetting the importance of your main objectives, of course. Okay, no more spoilers, let’s get to the point!  😎

What is the sales process in a B2B company

A B2B sales process is a set of steps designed to help salespeople convert prospects into customers. In other words, it’s like a scalable and repeatable instruction manual for sales success.

Although it sounds like an easy task…   It is indeed a complex process, as it requires a well-designed and executed B2B sales strategy.

⭐ Tip: It follows a distinct process and uses a wide range of sales techniques for various buyers and sales situations.

The exact number and names of the stages of your sales process will always depend on your industry, company and sales organization. However, for the most part, the B2B sales process is usually a 5-8 stage sales cycle. Let’s see how well you manage them 🙄.

Why you should develop a B2B sales process

And if you’ve never developed a B2B sales process and you’re here to find out, stick around, because you’re going to learn how to do one (to perfection 😉).

I am sure you are thinking that I am exaggerating the importance of these sales processes, well, let me tell you that you are wrong. Let me explain it to you, a sales process provides four very interesting benefits:

  • Having a more rigid process makes it easier to bring new salespeople up to speed.
  • Dividing a sales strategy into stages makes it easier to identify the aspects that are not working and adjust them.
  • Having a more structured sales approach will make it impossible to overlook important steps.
  • Seeing where customers are in the sales process makes it easier to make more accurate forecasts.

Okay, now you’re seeing more of the light in this sales process thing, right? 😎

Let’s take a closer look at the stages of the sales process. Ready?

Steps of the sales process

1 – Lead generation

Lead generation is the process of finding qualified customers, people who have expressed interest in your product and should be targeted. If you have a good understanding of your total target market and the right lead generation software, this step should take you no time at all.

And if you don’t have a lot of knowledge, don’t worry, we can help you with this too 😉. Using our product Scrab.in you will be able to get in touch with thousands of leads automatically, simply:

  1. Register in Scrab.in
  2. Enter Linkedin and filter your target
  3. Enter Scrab.in and activate the visits.
  4. Turn on Scrab.in and… Relax, yes, he’s going to do all the work. Magic.
  5. Download a list with thousands of leads to use in the next step.
  6. And if you still have some doubts, don’t worry, my co-worker Gerard has just explained it in more detail! 💙

2 – Discovery

⭐ Remember this: Every good salesperson must know his product in depth. Every good salesperson should also know his prospect’s business.

This way, if you do the groundwork and try to understand the potential customer’s pain points before you talk to them, you can offer them solutions. This research stage prepares you for sales discovery calls .

Researching the prospect also gives you the opportunity to qualify the prospect before you pick up the phone or keypad. Here are my top tips:

  • Connect with the prospect on LinkedIn. Check out their recent activity – what have they commented on, what have they shared, have they written any articles or been featured in any other articles? This kind of information can go a long way in building rapport in your cold calls or messages (you’re going to feel a little stalkerish, but that’s okay).
  • Click through to their company website – have they posted any news or press releases recently? If they have a blog, use it. Look at the language and terms the company uses. Again, all of this information is good information and you can use it in your calls.
  • Read the latest news in their industry. Subscribe to industry news websites or LinkedIn groups. When you call the prospect, you’ll want to sound like an expert, right? So reading and more reading is key!

In short, while discovery may take a little time, it will make your calls or your messages much more successful.

3 – Qualification

Now that you’ve done the legwork of the sales process, it’s time to get down to business.

You can choose to send cold emails and thus try to get even closer to the customer, or you can directly make a phone call.

⭐ Tip: I recommend that you first contact your potential customers through a personalized email so that they don’t get a sudden call from a stranger and at least know of your existence, does that make sense?

So if you want to opt for a cold email, our Email Sender tool will help you in the whole process. Rather, it’s going to do all the work for you…  😉.

 

embudo-de-ventas-emailsender

⭐ Tip: Try to use a close language and don’t send forty paragraphs, just focus on your target! Oh, and don’t forget a good CTA.

As for the calls, ask them open-ended questions, add some key business terminology, focus on their problems and determine if you can solve them (please be realistic, if not, don’t force it!).

4 – Presentation

At this point, you should have a good idea of the problems the potential customer is facing. If so, you will be able to present a proposal that is tailored to solve their problems.

This is where your creativity comes in. The most detailed sales process in the world is no substitute for charisma or charm…. That’s why we tend to avoid detailed scripts.

⭐ Tip: A good sales pitch should last about 30 seconds. During this time, you will need to demonstrate to the prospect that you have done your research. Highlight the key points of value that are relevant to them. Here are my top tips:

  • Cite the types of companies the prospect’s company is targeting: this is a good way to show that you’ve done your research.
  • Arouse the prospect’s curiosity: Avoid over-explaining your product or service; you want the prospect to follow up with some questions.
  • A sales pitch is not an excuse to list all your wonderful features (we know you’re great but you have to calm down with this…🙄):Potential customers don’t want to hear it. Focus instead on how your product can help them. What results can they expect?

5 – Managing objections

A potential customer will rarely be ready to buy immediately after your presentation 💔. Chances are he/she will have some questions that you will have to answer.

When it comes to handling objections, the prospect is never wrong! If you disagree with a prospect’s objection, they will immediately hang up. Instead, listen to what they have to say and restate your offer in a way that answers their question. Chances are they haven’t heard the right information yet.

Over time, you will develop an arsenal of solutions to objections. Until then, simply listen to the objection, acknowledge it and propose a reasonable solution. If this goes well, it will be time to close the deal 🤩.

6 – Closing

This stage of the B2B sales process should be the most exciting part for the prospect. You have demonstrated the value of your product, solved all their objections and convinced the prospect that your solution is an investment they can’t afford to miss… 😎

⭐ Tip: Discuss prices and negotiate if necessary. Offering some free value-add to the deal can help get you over the hump.

Also, be sure to discuss all remaining steps before the call ends, including discussing all interested parties who need to sign the agreement. This will ensure there are no surprises along the way; now the signed contract will be in sight!

7 – Follow-up

After the sales call, send the prospect a follow-up email. Due to the number of people typically involved in signing a B2B purchase, it’s important that you leave a good impression.

I recommend you reuse our Email Sender tool, which allows you to initiate ultra-personalized and automated email campaigns that convert, yes or no!

⭐ Tip:  Be professional and provide next steps. Include a summary or (better yet!) a recording of your conversation, as well as any additional useful information. If you leave the conversation on a positive note, you’ll leave the door open for repeat and additional sales.

Plus, if you’re going to continue working with the new client, you’ll be off to a good start in your new working relationship 💙.

8 – Check in

Congratulations! The potential customer has become a customer. There is only one step left.

After waiting for the customer to see the value of your product, it’s worth contacting them one last time. See how they are doing.

Not only can you get great feedback from this step, but if they have been enjoying the product, you can ask for a case study or a reference. This will give you a great new lead to restart the B2B sales and prospecting process.

⭐ Tip:  Don’t forget to measure lead generation costs and the lead-to-sales conversion rate at the end of each campaign. It will help you identify the most effective sales channels 😉. 

Tips for B2B sales

Here are some tips to improve B2B sales performance:

  • Personalize customer communications. Use technology to help you personalize at scale and find leads more easily.
  • Never skimp on ongoing salesperson training. B2B buyers are savvy, preferring to hire professionals who demonstrate experience and empathy.
  • Establish a genuine relationship by actively listening, thinking critically and asking the right questions. Go for omnichannel outreach (mobile, social media, email, events, sales calls, etc.).
  • Consider establishing a sales operations team and a sales enablement team.
  • Establish full strategic and tactical alignment between all units that engage with the customer, from marketing and sales to customer success.

What’s the difference between B2B outside sales reps and B2B inside sales reps?

It’s important to know this difference within the sales process, as depending on which type you are dealing with, you will have to use different strategies and techniques. Let me explain you!

In B2B sales, outside sales professionals often operate out of an office because they meet with prospects and customers or present at an event.

On the other hand, inside sales professionals engage with customers remotely through cold calls, emails and video conferences.

Inside sales professionals can close deals without ever meeting their customers face-to-face.

In contrast, outside sales representatives almost always make a sale during or shortly after a face-to-face meeting with customers.

This difference in approach to engagement requires different skill sets and sales techniques necessary for each practice.

For example, outside sales professionals leverage in-depth product knowledge and in-person communication skills, while inside sales professionals become adept at using CRM, a shared sales process, email and social media.

However, it’s true that recently, the line between inside and outside sales has begun to blur as outside sales reps begin to use the same communication technologies and engagement strategies favored by inside sales professionals.

. . .

➡️ Have you learned something new here? We have contents on YouTube created with love too, so you can continue mastering your sales techniques.

💌 Download the FindThatLead Chrome Extension to find emails in a very easy way.

Also put your LinkedIn now to generate leads on autopilot with our Scrab.in Extension. 🚀

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Content wrote by
Cristina

Cristina

Translating the best Marketing & Growth Hacking content from FindThatLead. A passionate about English and Copywriting.

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