How_to_Design_a_Sales_Process_B2B.pdf
- 1. #1 Tool for The Dream Sales Team How To Design a Sales Process for B2B Sales
- 2. How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing?
- 4. Daniel Nilsson My passion is to grow people and organizations. I love to create customer-focused solutions and processes that last. My goal is to create a positive effect for over 100 million people all over the world. I think giraffes are cool. Growth Strategist LinkedIn Web Page Twitter Facebook
- 5. How To Design a Sales Process for B2B Sales
- 6. What Is a Sales Process? A sales process is the typical series of predictable events, or phases, required to sell a product or a service. DEFINITION
- 7. Prospecting Initiate Contact Identify Needs Present Offer Manage Objections Close a Sale Sales Process Repeat Sales & Referrals Sales processes can vary greatly among organizations, products and services. Ultimately, every sales manager must ensure that their sales process and its corresponding phases are as short as possible.
- 8. Increase the conversion rate and you increase sales. By understanding the process in detail you can start to make it more efficient and add tools that will help your sales team to better close deals. Tips: Make sure that your salespeople make an effort to get to know prospects’ businesses better than any competitors do. Higher Conversion Why Should I Define The Sales Process?
- 9. By truly understanding how your sales process works and then managing it, you can make sure that salespeople do the steps necessary to close big deals. Tips: One important step is that the salesperson find out why, when and how bigger companies buy and execute a proactive plan. Make sure it is a step in your sales process. Bigger Deals Why Should I Define The Sales Process?
- 10. A lot of sales peoples time is wasted on deals that will never happen. A great sales process will help salespeople & manage- ment to recognize a lost deal early. Tips: Make sure that your salespeople learn the decision process of the company that buys from you to make sure you don’t waste time. Less Time Why Should I Define The Sales Process?
- 11. The creation of a sales process is not a straight line. It’s a lovely mess that gets more clear and straight, the more you learn and develop it. Suddenly the world or your business change and you have to start over. If you did a good job the first time. This time you will do it faster. Before You Start The Creation is Not a Straight Line
- 12. Great Design Starts From The Right Perspective. The Customer
- 13. Define Customer Buying Process Step 1 Identifying and defining the business need Choosing the approach Evaluating providers Choosing a provider Need/want recognition Information search Evaluation of choices Purchase Attention Interest Desire Action Need Awareness Purchase Consideration Decision Source: Gartner (June 2011)
- 14. Define Customer Buying Process Step 1 Think through your customers’ buying process & the main decision points from customers’ point of view. Involve your sales team to get valuable input and call some of your best customers to verify your ideas.
- 15. Define Customer Buying Process Step 1 Create the steps and define in detail what the customer's jobs are in each step. Define social jobs (how other see the customer), emotional jobs (what the customer feel) and functional jobs (what needs to be done).
- 16. Define Sales Stages that matches the customers’ buying stages. Make sure to discuss the sales stages in your organization. Get input and initial understanding. Make sure to spend some time checking that your Stages match all your typical sales scenarios. Define Sales Stages Step 2 Define sales stages that match the customer buying process.
- 17. Example Sales Process Technology Company Comment 7 stages where the focus is on important actions that need to be taken to move the sales process forward and bring the sale to a successful conclusion. I like this example because it is very easy for salespeople to understand what the next step is. This type of sales process works well when you are only selling one type of product or solution. 1. Research 2. Intro Meeting 3. Presentation 4. Demo 5. Product Evaluation (Field or Lab Trial) 6. Product Approval 7. First Order Received
- 18. 6 stages where qualification of the prospect is important and they have decided to make it clear in the process. In the Un-Qualified stage they spend time on presentations, understand pain points, the customer’s jobs and the creation of an unique value proposition. In the Qualified stage the value proposition is well defined and communicated. Here it is explored if a RFQ or RFP is needed and how the prospect does purchases. Example Sales Process Solution Sales Comment 1. Suspect 2. Un-Qualified Prospect 3. Qualified Prospect 4. Strong Interest in Solution 5. Selects Solution 6. Solution Deployment
- 19. In this example marketing and sales processes are well aligned and are collaborating. The first 4 steps are marketing/ sales related where automated lead nurturing helps the sales team understand what leads that are interesting using tools like Hubspot. Once the lead is converted into an opportunity the sales team focus on creating a value-based proposition and get the project confirmed with the prospect decision makers. Example Sales Process Marketing plus Sales Comment 1. Qualified 2. Solution Definition 3. Proposal Submitted 4. Shortlisted 5. Project confirmed 6. Contract Negotiation 7. Contract Closure 8. Closed - Won 0.1 Attract Strangers and generate leads 0.2 Build Interest and create vision 0.3 Marketing Qualified Lead MQL 0.4 Sales Qualified Lead SQL
- 20. In this sales process, the objective is to create a deal where several parties share the revenue from a product. The sales person would start by making sure prospect loves the product/solution. It then continues with getting the buy-in from management and create detailed plans. The final step is the signing of a contract. An example could be a process where Spotify make deals with companies to do launches in new countries. The revenue generated in the specific country would be shared between Spotify and the partner that helps them launch. Example Sales Process Revenue Deals Comment 1. Exploration - Educate prospect & confirm interest 2. Interest & Revenue Confirmed - Prospect see full potential and confirm they want to continue 3. Solution Approved Internally - Prospect have discussed solution internally and got approval to continue 4. Detailed Plan - Marketing plan, integration and flows are developed. Prospect confirms selected solution 5. Contract Closure - Contract started and negotiation of the terms
- 21. Once you have created your sales process. Go back to step 1 & make sure it is truly aligned to your customer buying process. Important 1
- 22. Define The Objective Step 3 What are the goal and objective with each stage? What are the salesperson supposed to achieve? Define the objectives & outcome of each stage. & Targeted Outcome For Each Stage
- 23. Every stage contains small steps and actions that every salesperson should do in order to efficiently move the deal to each stage & reach the targeted outcome. Define the actions that is important for your sales process. Step 4 for Each Stage Define Actions
- 24. Define Sales Tools Step 5 What tools need to be available for your sales team to be able to reach the targeted outcome? Do your team need a great value proposition, referrals, discovery questions, success stories, demos or presentations? Make sure to define what tools that need to be available for each stage & be creative. Great tools will speed up the process. for Each Stage
- 25. Define Sales Tools Step 5 Sales tools have a second and very important purpose. They help you build trust with the prospect. Advanced products and services take time to fully understand and create questions throughout the entire sales process. With tools that answer any question the prospect may have, you show how professional and well prepared you are. for Each Stage
- 26. Pre-Written Emails Use pre-written emails for the start of the sales process. Make sure you craft them well and make them brilliant. Example Sales Tools
- 27. Example Sales Tools Automated Emails for New Leads With hundreds of leads coming in every week you need to make sure they get real love. Use Hubspot Sales to create an automated email flow with valuable information for your leads.
- 28. Amazing Sales Presentations According to Garner research the sales presentation is a key tool of what makes prospects choose a specific vendor. Make sure you spend resources on making the presentations into masterpieces. Example Sales Tools
- 29. Product Demo If you have a product or service you can demo. You should make sure you can demo it well. I usually spend hundreds of hours to make the demo better. Example Sales Tools
- 30. Persona Guide Overview of each buyer persona. I have created a guide for How to create customer profiles / buyer personas for B2B Sales. Click here to check it out. Example Sales Tools
- 31. Competitor Information Strengths and weaknesses to be used if brought up in a conversation. Example Sales Tools
- 32. Customer References Prospects love great customer stories where the end value is clearly explained. Example Sales Tools
- 33. Conversation Guides Questions that should be asked, clear value propositions, pains and solutions. Example Sales Tools
- 34. Analysts Statements Always great when you can reference an expert. Example Sales Tools
- 35. ROI Calculations Show the customer what value they will get if they invest in your solution. Example Sales Tools
- 36. Pre-contract & Post-contract Timelines If you’re at a startup, most people will not have bought what you’re selling. They won’t know how you plan to go from pitch to launch, unintentionally giving them permission to delay and dawdle. Create a detailed timeline outlining each step with customers. Get the customer to confirm and accept. Example Sales Tools
- 37. Define Marketing Tools Step 6 What marketing tools needs to be available for your sales team to be able to reach the targeted outcome? Do they need a great website, articles, whitepapers, infographics, success stories? for Each Stage
- 38. Example Marketing Tools Web Page If you don’t have an amazingly designed web page that catch leads for you every day – Get one!
- 39. Whitepapers Create papers that help your prospects. Example subjects: – “How to….” – “5 strategies for ...” – “Why ....” – “Avoid these 5 mistakes…“ Example Marketing Tools
- 40. Blog Articles The blog helps you get leads and it is also a great resource to nurture prospects. Craft sales emails and add a link to an article that is a good fit to move the opportunity forward. Example Marketing Tools
- 41. Infographics Easy to consume and great for prospects early in the buying process. Example Marketing Tools
- 42. SlideShare Presentations SlideShare is a great way to make your presentations public and easy to access. Example Marketing Tools
- 43. Business Cards Please do no create sloppy cards. Be different and create amazing cards that stand out. Example Marketing Tools
- 44. The key to great sales & marketing tools is that they should speed up your sales cycle. They remove uncertainty, answer questions, makes salespeople more professional, etc. Make sure your tools do this. This Tip Can Earn You Millions The Tools Speed up the Sales Cycle It’s All About Speed
- 45. Continue to Improve Step 7 Once your sales process is defined you need to evaluate it and continuously improve it. Maybe some steps and actions don’t make sense for your sales team? Then you need to see what you can do to define them better.
- 46. Example
- 47. This is a good example of how you can define your sales process & all the pre work, mile- stones, customer buying process, targeted outcome, selling tools & marketing tools around each step. SalesTechnik Download the pdf file here
- 49. Sales Process Template I love to make your life easier. Download this Sales Process Template. Modify it and create your own version.
- 50. Tips
- 51. Numbers You Should Know 5 emails sent to a prospect gives 1 reply. It takes 21 meetings to close a deal. This means you need to send a lot of emails and attend a lot of meetings. It is a numbers game.
- 52. 6 Success Factors Assign a person responsible. To many times I’ve seen management created sales processes that no one uses or actually understand. Assign a person that loves processes to constantly educate the sales team and improve the process. Make sure to constantly follow up and help sales understand and use the process. for Your Sales Process Factor 1
- 53. 6 Success Factors Implement IT tools to support the process. There are a lot of really bad CRM systems out there. Make sure you carefully select a really good CRM system and marketing system. Then add some great tools that help the sales team be efficient. for Your Sales Process Factor 2
- 54. 6 Success Factors A great salesperson is most likely not a great sales manager. Why do some CEOs believe that a great salesperson can be a great sales manager? The skills required to be a great sales manager is not the same. for Your Sales Process Factor 3
- 55. 6 Success Factors Make sure to find a sales manager who loves: • Process • Coaching & Motivation • Building Amazing Sales Tools • Improvements • Efficient Meetings • CRM Systems • Inter-Team Communication • Reporting & Analysis for Your Sales Process Factor 3
- 56. 6 Success Factors Learn everyone in sales to create amazing value propositions. Chokingly often salespeople don’t know how to create great value propositions. They’re focused on the product or start an egocentric pitch. Customers don't care about egocentric pitches. They want to understand the outcome for them and not the year the company was founded. for Your Sales Process Factor 4 Learn How To Craft Strong Value Propositions For B2B
- 57. Write Value Propositions Learn How to... $16 What You Will Get From This Course Over 24 lectures and 1 hour of content! Learn 4 amazing tools to create value propositions for B2B. Advanced value proposition analytics. Design your own Value Proposition. Start your own path to become a Value Proposition Professional. Check Out The Course! Click HERE Use valueproposition coupon to get my value proposition course on udemy.com for the ridiculous low price 16 USD (20% discount included)
- 58. 6 Success Factors Turbo Boost your Process. Take a hard look at your sales cycle and list all the ways you could save time, you’re sure to spot opportunities. The shorter the sales cycle is the higher success rate you will have. for Your Sales Process Factor 5
- 59. 6 Success Factors Qualify ruthlessly. Being a startup you are most likely wasting time on prospects that can never be. Create a rigorous internal qualification framework (be inspired by the BANT System) & dramatically improve the productivity of the sales team. for Your Sales Process Factor 6
- 60. Trust The Value Bonus Tip “Behave like you’re not selling, but simply facilitating the buying process. Have trust in the level of value, you’re offering.”
- 61. 3 Amazing Sales Tools I Use Every Day
- 62. Hubspot Sales Tool 1 Why is it so good? One of the hardships being in sales is that you send hundreds of emails and often don’t get any response or feedback. It is tiring and many times you don’t know if anyone ever sees your emails. Hubspot Sales is a solution to this problem. What do I get? See Who Opens & Clicks Your Emails Show you if someone received and opened an email. It works directly from Google mail, Apple mail & Outlook. Profiles in Your Inbox See relevant information for the receiver as you type in your inbox. Schedule Emails Write emails now and send them later. How do I get this tool? Go to hubspot.com and sign up
- 63. Calendly Tool 2 Why is it so good? Ok lets schedule a meeting! And there you have it. It is just so cumbersome for both you and the client. You create 3 time slots send them to the client that don’t reply for two weeks and when they reply that time slot is already booked for another client. Do I need to continue? Calendly solves this issue for both you and your clients convenience. What do I get? Make It Possible for Clients to Book a Meeting With You Easily You client easily see your available time slots. Automatic Sync With Your Calendar Automatic sync with your Office 365 or Google calendar. Automatic Booking When your client find a time slot it is one click, fill in some information and then click OK. How do I get this tool? Go to calendly.com and sign up
- 64. Daniel’s Tips I have added the meeting link to all my emails to allow clients to easily book a meeting with me. Also when I suggest meetings I ask people to go to this link and see what time slots that are available. on How to Use Calendly
- 65. Wunderlist Tool 3 Why is it so good? I really love this really easy to use To Do list and I love it because I have it on all my devices, it is synced and it is so easy for me to add new tasks. What do I get? Add All Your Tasks Keep track of all your tasks & when you need to get them done. Sort Into Groups I have all tasks sorted into different groups & projects so I get a better overview. Assign Tasks to Colleagues I love that I can easily assign a task to a colleague. Multiple Devices Use Wunderlist on multiple devices – makes it easy to manage tasks wherever you are. How do I get this tool? Go to wunderlist.com and sign up
- 66. The Best Web Meeting Tool
- 67. Zoom The Best Web Meeting Tool Why is it so good? I love this meeting tool because it just works. There are almost never any issues and customers just click and connect. What do I get? • Video Conferencing • Mobile Screen Sharing • Prospects Can Attend The Meeting From Any Device • Prospects Can Call in Using International Numbers How do I get this tool? Go to zoom.us and sign up
- 68. Download My Free Tools Download here Download here Download here
- 69. User Quotes These are quotes from spontaneous thank you emails I’ve received. If you have any questions send an email to info@daniel-one.com “ Incredibly helpful document and so I want to pass along my thanks for creating and posting it. Greatly appreciate it! Greg Mand, USA “ I think this is a great tool for my sales folks. Michael V. Nguyen, California, USA “ I’ve recently started working for a B2B sales company & i came to read your slides about defining the sales process. It was very effective. Melbin Thomas, USA
- 70. With Your Sales Process Good Luck LinkedIn Web Page Twitter Facebook +46 707-403684 info@daniel-one.com