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How to improve your B2B sales process

A B2B sales process identifies the places where prospects can’t move forward without help from a sales representative. This is a follow up to How to create a B2B sales process.

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How to improve your B2B sales process

  1. 1. How to improve your B2B sales process Aisling Foley
  2. 2. Analyse Define buyer’s journey Define next stage action Define exit criteria Measure results
  3. 3. ▪ What is working, what isn’t? ▪ What did the your last 5 deals look like? ▪ What were customer touch points? ▪ How long did it take/how long between each step? Analyse
  4. 4. ▪ Buyer’s journey ❑ What is the process from customer’s perspective? • Awareness: The buyer realises they have a problem • Consideration: The buyer defines problem and researches options to solve it • Decision: The buyer chooses solution ▪ Create target persona ❑ Semi-fictional representation of ideal customer based on market research and real data on existing customers • Customer demographics, behaviour patterns, traits, motivations, goals, barriers to achieving goals • Include as much detail as possible Define buyer’s journey
  5. 5. ▪ What causes a prospect to move from one stage to next (based on actions of prospect) Define next stage action
  6. 6. ▪ The things that have to happen in order for sale to move from one stage to next • Demo • Video • Testimonial • Blog • White paper • Meeting • Tech questions/meeting • Reference visit Define exit criteria
  7. 7. ▪ How many prospects transitioned into and out of each step in a given time period ▪ How long did they remain at each step and average duration ▪ Which step (if any) takes too long for prospects to move from ▪ % prospects close after demo ▪ % prospects who request demo after discovery call ▪ Churn rate ❑ How can you use this data to identify mismatched prospects early in sales process? Measure results
  8. 8. www.aislingfoley.com +353 87 918 2986

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A B2B sales process identifies the places where prospects can’t move forward without help from a sales representative. This is a follow up to How to create a B2B sales process.

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