Post by account_disabled on Mar 6, 2024 2:24:56 GMT -5
The B2B sales process is structured into 7 main phases: continue reading this article to discover tips for optimizing them! Preparation (for buyer and seller) Investigation phase Needs assessment Demonstration of skills to build trust Handling objections Closing of the agreement After-sales What are the most important phases of the B2B sales process? After several years spent helping companies align marketing activities with sales ones , we can say that we know the characteristics of an effective B2B sales process quite well. The collaboration between marketing and sales force is crucial in identifying and developing new commercial opportunities. This is the concept of sales enablement : find out how to improve all phases and optimize processes in the next paragraphs. 1. Preparation (for buyer and seller) Being an expert in the products or services offered by the company is very important, as is having in-depth knowledge of the world of potential customers : these are hallmarks of an effective sales network.
You should not only educate yourself, but also the potential customer. You Germany Phone Number need to know their situation, be empathetic and prove capable of finding the right solutions to meet their needs. In this way, you can propose the offer in a convincing and professional way. New Call-to-action 2. Investigation phase Finding new contacts is the lifeblood of every B2B sales process. To do this, it is essential to have a precise idea of the buyer persona, to maximize efforts through all the marketing activities available: events, fairs, online searches, social media, referrals, emails, blogging and use of CRM. 3. Needs assessment Once a new lead is acquired, there must be defined criteria to qualify and manage it at each stage of the sales pipeline . The objective is to determine whether it is a contact in line with the buyer persona and therefore suitable for the company's proposal. It is useful to investigate thoroughly, to evaluate the prospect's true needs, discover unexpressed doubts and provide him with the answers he seeks.b2b sales processThe ultimate goal is to understand the challenges, weak points and objectives they want to achieve with their purchasing journey. These steps are essential to position your company as the best solution available to it.
Demonstration of skills to build trust If when interacting with the potential customer you only focus on presenting the wonderful functions of the product you want to sell, you miss a great opportunity to create a real connection and convey the true value of the solution. In an effective B2B sales process, the presentation should be a personalized proposal, to help the customer solve a problem and overcome concerns, in the most targeted way possible. By connecting the features and benefits to your potential client's needs and desires, you will become a trusted advisor, capable of providing tailored answers and solutions. With a customer-focused mindset , you'll be able to demonstrate how the company is suited to helping them achieve their goals. At this stage, it may be useful to send case histories that tell how other customers have brilliantly overcome the same (or other) challenges, with effective storytelling. 5. Handling objections “You have to hear a lot of no's to get a yes.” Although the no's may vary in number, this rule is also valid in the b2b sales process.
You should not only educate yourself, but also the potential customer. You Germany Phone Number need to know their situation, be empathetic and prove capable of finding the right solutions to meet their needs. In this way, you can propose the offer in a convincing and professional way. New Call-to-action 2. Investigation phase Finding new contacts is the lifeblood of every B2B sales process. To do this, it is essential to have a precise idea of the buyer persona, to maximize efforts through all the marketing activities available: events, fairs, online searches, social media, referrals, emails, blogging and use of CRM. 3. Needs assessment Once a new lead is acquired, there must be defined criteria to qualify and manage it at each stage of the sales pipeline . The objective is to determine whether it is a contact in line with the buyer persona and therefore suitable for the company's proposal. It is useful to investigate thoroughly, to evaluate the prospect's true needs, discover unexpressed doubts and provide him with the answers he seeks.b2b sales processThe ultimate goal is to understand the challenges, weak points and objectives they want to achieve with their purchasing journey. These steps are essential to position your company as the best solution available to it.
Demonstration of skills to build trust If when interacting with the potential customer you only focus on presenting the wonderful functions of the product you want to sell, you miss a great opportunity to create a real connection and convey the true value of the solution. In an effective B2B sales process, the presentation should be a personalized proposal, to help the customer solve a problem and overcome concerns, in the most targeted way possible. By connecting the features and benefits to your potential client's needs and desires, you will become a trusted advisor, capable of providing tailored answers and solutions. With a customer-focused mindset , you'll be able to demonstrate how the company is suited to helping them achieve their goals. At this stage, it may be useful to send case histories that tell how other customers have brilliantly overcome the same (or other) challenges, with effective storytelling. 5. Handling objections “You have to hear a lot of no's to get a yes.” Although the no's may vary in number, this rule is also valid in the b2b sales process.