Effective

Sales Process for

B2B

BH Raghuram
Sales for Sales
14/09/2022 KEEP TRYING/GROWING
 What is a Sales
Process?
Sales processes refers to activities and steps that help
you land sales and close deals. This term includes many
operations that you and your sales teams handle to
make sure that you land more product sales, sign up
more people for your services, close more deals and
increase overall revenue, margins and profits.

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 WHAT ARE THE BENEFITS OF
EMPLOYING

The Right B2B Sales

Process?

MEASURABLE TANGIBLE RESULTS REPEATABLE

AND AND
Results that are
PREDICTABLE REPRODUCIBLE
tangible in this
OUTCOMES scenario are ones you
ACTIVITIES
Getting desired With the right sales
outcomes becomes can compare and process you can
easier. You can also measure. Such replicate desired
enjoy bigger profits outcomes help you outcomes repeatedly,
and larger margins grow boosting your profits.

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The Simplest
In the case of most
organizations, the sales process

B2B Sales flows in a set pattern which

Process for
usually follows these critical
steps. Sometimes, the order may

Success be slightly different, but the

following activities are typically
involved in the B2B sales
process.

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Step One: Selecting the Right or
Best Prospects
Marketing Segmentation will help you identify groups who are the most
interested or willing to invest in your offering . With segmentation, your
efforts will be channelized in the right place, and you can also provide the
best customer experiences.

Ideal Customer Profiles are the best method to evaluate and distinguish
the best opportunities.
With ideal customer profiling, you essentially build a blueprint or map of
the average customer most likely to avail your products and services . ICPs
offer valuable insights that’ll help you evaluate whom to say ‘yes’ to and
whom to say ‘no’ to.

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 Buyer Persona V/S Ideal
Customer Profile

Source: cience.com

ICPs will boost your B2B sales process by helping you

strike gold when it comes to prospects.
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 Step Two: Reach Out
For Initial Contact
The simplest way of initiating contact is by getting a meeting with them .
Meetings work best when the prospect doesn’t know much about you or
your organization. These types of prospects are usually found over lead
generation efforts or on B2B networks.

Research has shown that sending meeting requests earlier

in the week and at the beginning of the day brings in the best results .
So, soliciting a meeting early on Monday morning is probably going to be
the most successful. Usually, the reason for this is that people are usually
quick to check emails and build schedules for the upcoming week

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Step Three: Pick and
Implement Your Sales
Strategy
At this stage, it becomes crucial to pick and
implement the right B2B sales strategy. No two
prospects are created to be the same, and
likewise, no two will be convinced with the same
sales strategy. Different candidates demand
different approaches.

While choosing the right B2B sales strategy , remember that only if your
prospect finds reliability with what you say or do , will they
sign up for your proposition. To summarize, don’t mock the person in front
of you or be condescending. Instead, listen raptly for any indication of
which category your prospect belongs to and accordingly pick your
approach.

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 Different Customers
Have Different
Objections

Source: logision.com

Source: logision.com
Understand what your customer probably wants and tactfully work
towards offering that to them. Their biggest objections will help you
understand what their most pressing need is.
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Step Four: Perform Well in the Face-to-
Face Meeting

In the first meeting, evaluate what the prospect

is seeking. This means that you need to understand precisely what the
prospect wants or expects.
Start by asking questions will bring in answers you need . By engaging in
conversation, you will build a rapport with your best prospects

In B2B, your prospect’s motivation isn’t solely their own. While it is single
people or teams that buy your product, the organization is the one
paying for it. So, when you go for face-to-face meetings read up a little
on the company’s goals a little. Furthermore, this will give you a deeper
understanding of what the prospect’s aspiration might be and how you
can tailor your offering to cater to these needs.

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 Step Five: Determine the
Appropriate Next Step and Act
On It
If your face-to-face meeting hits all the right spots, you’re sure to
get a positive outcome in the form of an order or a step ahead in
the purchase process. However, it is highly unlikely that you’ll
immediately get a sale in the first meeting.

Usually, you’ll see that your prospects jump on to actions that will
hint at whether your sale is likely to be successful or not .
With practise, you'll be able to understand what the prospect really
means when they say something. Unlocking the true intentions of
what they say can make the difference between landing the sale
and returning empty-handed.

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 Step Six: Close Deal At The
Right Time Like a Pro
if you have really done your job well your prospect will value
your offering. They are bound to be confident that you have the
solution to their needs or problem. Consequently, they are bound
to break the silence and sign up for your proposition .

If you have successfully landed the sale, you’ll have to make sure
to get a contract signed or payment secured at the right time .In
most cases, it is best to strike when the iron is hot and sign-up
immediately when the prospect is ready.
Waiting too long may lead to a failed or lost sale, and that’s the
last thing any salesperson needs.

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 How Can You Enhance
Your B2B Sales rocess?
• In the B2B scenario, the right data about
In the B2B scenario, the right data about
leads and prospects can make the
leads and prospects can make the difference
betweendifference between
mediocrity andmediocrity and
roaring success. No
sales roaring
processsuccess . Nowithout
can run sales process canup-to
a clean, run
without a clean, date
up-to- date CRM, insights
CRM, insights
and analytics and analytics, skilled
, skilled employees, and the
employees, and the right data.
right data.

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 WHAT SHOULD
YOUR DATA
S SPECIFIC BE?
You should have data about the accurate people

MINED ON - DEMAND
You should choose people who fit your Customer Profile

M ACCURATE
Your data can ' t be wrong or incorrect no matter what

RELEVANT
Centering your efforts around out - dated data is counterproductive

TIME-BOUND

A
Set a time frame for receiving new prospct data and
database cleaning

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 CONTACT US
We can help power your B2B Sales Process and other
Sales and Marketing efforts with comprehensive lead lists
and valuable data. Get in touch with us, we can
help you grow!

bh.raghuram@gmail.com

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