Post by account_disabled on Mar 3, 2024 15:12:34 GMT 8
The pandemic has "closed" a large part of the world, but has not stopped B2B sales, especially in companies more oriented towards innovation and equipped with up-to-date salespeople, who have responded by adapting, circumventing and overcoming the limitations. Instead of revealing other obstacles, the more digitalized approach has helped to identify and activate some improvement initiatives, hitherto hidden, and which today constitute the backbone of companies and their interaction with potential customers. Find out more by continuing reading! The situation of b2b sales Every Sales Director should think about how their team is interacting with potential customers. Next in this article, we'll share some ideas to help you achieve an effective sales process transformation in your company. One of the most interesting aspects is that, once new commercial mechanisms have been activated, companies are able to increase turnover with the same number of salespeople, shattering the myth according to which to grow it is necessary to hire more salespeople .
Here are some important things to consider! 1. Why should you have a b2b sales strategy? In the B2B world, sales need a strategy , just like marketing. Download the ebook To get a feel for interacting with potential customers, there are a few questions to ask yourself. Does one of the salespeople make the initial contact, qualify the lead, and then hand the opportunity to an account manager? [It's an "old school" approach, but it's a proven model used by many companies] Does marketing deliver qualified sales opportunities to the sales force and the process ends at contract signing? Does the sales force "scout" on all channels or is it limited to managing incoming leads provided by marketing? Are you still using Zoom or have you Australia WhatsApp Number Data returned to in-person selling? Or has a hybrid model been consolidated ? These are all questions that need to be answered before getting into the details of executing the b2b sales process. 2. Why do B2B companies need to define the sales process? Finding a configuration that shortens sales processes, increases the closing rate and average revenue means creating a mechanism that generates revenue and helps you reach your goals every month. To do this, you need to have a documented and tested B2B sales process. b2b sales process To achieve turnover objectives more consistently , each salesperson must know and follow the process, defined and designed to guide potential customers in their purchasing journey and to ensure that they understand how purchasing from the company is the right choice. right. An automatic.
process that eliminates unqualified leads helps reduce the number of missed opportunities at the end of the journey. That's why it's important to ask the right questions during the first call, even if it means discovering that the customer is not suited to the company's proposal. An effective qualification process allows you to spend more time on valid opportunities and less on off-target ones. Understanding your potential customer's journey and aligning your sales process accordingly is the best way to optimize it and direct it towards an increase in turnover. Just as marketing today must be aligned with the sales force, the commercial process must follow the buyer's journey . b2b sales - buyers journey It is essential to always analyze and try to improve the commercial process, such as marketing activities. Make sure you document, train and implement procedures in the CRM , to ensure that the entire sales force understands that it is mandatory to follow it; this way, you will be able to optimize it over time, better understanding what works or what needs to be corrected. 3. What are the numbers to monitor? Just like in B2B marketing, you need to keep track of per
Here are some important things to consider! 1. Why should you have a b2b sales strategy? In the B2B world, sales need a strategy , just like marketing. Download the ebook To get a feel for interacting with potential customers, there are a few questions to ask yourself. Does one of the salespeople make the initial contact, qualify the lead, and then hand the opportunity to an account manager? [It's an "old school" approach, but it's a proven model used by many companies] Does marketing deliver qualified sales opportunities to the sales force and the process ends at contract signing? Does the sales force "scout" on all channels or is it limited to managing incoming leads provided by marketing? Are you still using Zoom or have you Australia WhatsApp Number Data returned to in-person selling? Or has a hybrid model been consolidated ? These are all questions that need to be answered before getting into the details of executing the b2b sales process. 2. Why do B2B companies need to define the sales process? Finding a configuration that shortens sales processes, increases the closing rate and average revenue means creating a mechanism that generates revenue and helps you reach your goals every month. To do this, you need to have a documented and tested B2B sales process. b2b sales process To achieve turnover objectives more consistently , each salesperson must know and follow the process, defined and designed to guide potential customers in their purchasing journey and to ensure that they understand how purchasing from the company is the right choice. right. An automatic.
process that eliminates unqualified leads helps reduce the number of missed opportunities at the end of the journey. That's why it's important to ask the right questions during the first call, even if it means discovering that the customer is not suited to the company's proposal. An effective qualification process allows you to spend more time on valid opportunities and less on off-target ones. Understanding your potential customer's journey and aligning your sales process accordingly is the best way to optimize it and direct it towards an increase in turnover. Just as marketing today must be aligned with the sales force, the commercial process must follow the buyer's journey . b2b sales - buyers journey It is essential to always analyze and try to improve the commercial process, such as marketing activities. Make sure you document, train and implement procedures in the CRM , to ensure that the entire sales force understands that it is mandatory to follow it; this way, you will be able to optimize it over time, better understanding what works or what needs to be corrected. 3. What are the numbers to monitor? Just like in B2B marketing, you need to keep track of per