- Posted by Mark Elliott
- On April 18, 2019
- 1 Comments
When we work with a new client one of the first areas of work are their B2B sales processes. Entrepreneurs have built their businesses on the knowledge in the head or using their past experiences. The VA Partners team can bring our experience and framework for B2B sales processes to help organize and scale their sales efforts. B2B sales processes are a big part of the Sales and Marketing Fast Start Plan. Here are some of the key B2B sales processes your organization should consider.
Steps in the Sales Cycle
Defining the steps in the sales cycle is essential to growing sales. It can help ensure that along with existing efforts, vital steps are not getting missed. It is also important to help with on-boarding of new sales team members. The steps in the B2B sales cycle cascade into other sales and marketing tools and deliverables.
Ideal Clients and Personas
Many of the organizations we work with don’t have a well defined ideal client or buyer persona. They often don’t want to focus as they feel that they will limit their opportunities. In reality, by not being laser focused on ideal clients and associated personas they will be missing out.
Value Proposition and Scripts
An entrepreneur will often have their value proposition on the tip of their tongue but not documented. Creating a value proposition helps build email and call scripts. These can save time for the existing sales efforts and are needed when new sales team members are added.
Once you have your B2B sales processes identified and mapped out, then document them. There will be improvements with existing sales efforts since they will be easier to share internally. As the organization grows and there are more customer interactions the B2B sales processes can be modified for improved results.
Incorporate into your CRM
One of the tools that holds together a lot of the sales processes is the CRM. The main stages for the sales cycle can be added into your sales pipeline. For some CRMs like Hubspot, you can tie in your email scripts. This then allows sales reps to send out more emails and also to get analytics on opens and clicks for lead scoring.
If you need some help with your B2B sales process please contact me and we can talk about it.