B2B Sales | Probing and qualifying

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Introduction on how to sell, especially for technology startups.

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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system?
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B2B Sales | Probing and qualifying

  1. 1. I need to learn to sell!
  2. 2. B2B sales Probing and qualifying Rudhir Sharan Founder
  3. 3. B2B Sales What is sales?
  4. 4. B2B Sales
  5. 5. B2B Sales
  6. 6. B2B Sales
  7. 7. B2B Sales
  8. 8. B2B Sales
  9. 9. B2B Sales
  10. 10. B2B Sales We are always selling
  11. 11. B2B Sales Every one sells!
  12. 12. B2B Sales Every one can sell!
  13. 13. B2B Sales Some are obvious...
  14. 14. B2B Sales ...some, irritating
  15. 15. B2B Sales I will help you connect with your friends and family!!! ...others, subtle
  16. 16. B2B Sales Why do you have to sell?
  17. 17. B2B Sales sales if you can sell, there is a business
  18. 18. B2B Sales How to sell to organizations?
  19. 19. B2B Sales How to sell with a method?
  20. 20. B2B Sales Life cycles...
  21. 21. B2B Sales Life cycles...
  22. 22. B2B Sales Sales Life Cycle S uspecting O rder P rospecting C losing A pproaching N egotiating
  23. 23. B2B Sales Sales Cycle S uspecting
  24. 24. B2B Sales Sales Cycle S uspecting Fulfills the criterion for a Suspect (e.g. - Target customer category - Uses a competing product)
  25. 25. B2B Sales Sales Cycle S uspecting P rospecting
  26. 26. B2B Sales Sales Cycle S uspecting P rospecting 1. Qualified as a would be customer based on a Prospect Criterion (e.g. - Continues to show interest - Has Need and Money)
  27. 27. B2B Sales Sales Cycle S uspecting P rospecting A pproaching
  28. 28. B2B Sales Sales Cycle A The meat of the sales process pproaching
  29. 29. B2B Sales Sales Cycle A 1. Find the MAN 2. Find the influencers 3. Map the account pproaching
  30. 30. B2B Sales Sales Cycle S uspecting P rospecting A pproaching N egotiating
  31. 31. B2B Sales Sales Cycle S uspecting P A C N rospecting losing pproaching egotiating
  32. 32. B2B Sales Sales Cycle 1. Closing approach and techniques 2. Do not ASSUME. QUALIFY C losing
  33. 33. B2B Sales Sales Cycle S uspecting O rder P rospecting C losing A pproaching N egotiating
  34. 34. B2B Sales Secpanel Sales Cycle K now about B uy I nterested O h Wow! C ompare T ry out
  35. 35. B2B Sales Sales Cycle S uspecting O rder P rospecting C losing A pproaching N egotiating
  36. 36. B2B Sales Sales Cycle S uspecting P rospecting Process of qualification
  37. 37. B2B Sales qualify?
  38. 38. B2B Sales qualifying is useful
  39. 39. B2B Sales ...in real life and in...
  40. 40. B2B Sales ...a sales situation We do not have a SaaS budget this year.
  41. 41. B2B Sales ...a sales situation We do not have a SaaS budget this year.
  42. 42. B2B Sales qualify?
  43. 43. B2B Sales qualify: To reach the later stages of a selection process or contest by competing successfully in earlier rounds.
  44. 44. B2B Sales qualify: To filter suspects based on pre-defined criteria and determine if the suspects are prospects or not
  45. 45. B2B Sales Why qualify? to know what to focus on and what not to focus on
  46. 46. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo.
  47. 47. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources
  48. 48. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources What is your budget for HR productivity automation?
  49. 49. B2B Sales Example 1 Buyer: I love your product. I will order. Show me a demo. Accept it as the truth and forecast a sale. Commit demo resources What is your budget for HR productivity automation We have no budgets this year Budget is $20,000
  50. 50. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product
  51. 51. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Who wants to sell to you” Remove Suspect from funnel
  52. 52. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Does competition have all that you need in my product? Who wants to sell to you” Remove Suspect from funnel
  53. 53. B2B Sales Example 2 Buyer: Your price is too high. So we bought a competing product In your mind, “You suck anyway. Who wants to sell to you” Remove Suspect from funnel Does competition have all that you need in the product? Their reporting is weak, but... Yes and they have good support
  54. 54. B2B Sales how to qualify?
  55. 55. B2B Sales By asking questions!
  56. 56. B2B Sales Get information + Match against Criteria
  57. 57. B2B Sales probing questions?
  58. 58. B2B Sales Example 1 Suspect Prospect Small business Small business with a security threat perception Has online presence Spends more than $2000/ month on servers Has a budget of more than $300 per month
  59. 59. B2B Sales Questions Criteria Have you been attacked in Small business with a the past? security threat perception How many servers does it Spends more than $2000/ take to run blahblah.com? month on servers Do you have a monthly security budget? Has a budget of more than $300 per month
  60. 60. B2B Sales Ask probing questions to determine the shape or the state of your sales process Probing
  61. 61. B2B Sales Probing
  62. 62. B2B Sales Example 2 Suspect Prospect Company with 100 or more employees 100 people company with at least 40 developers Work from two or more locations Developers work remotely Should have a budget of $5000/month
  63. 63. B2B Sales Questions Criteria How any developers are 100 people company with there in your company? at least 40 developers Do you have coders working remotely? Developers work remotely What is your monthly budget? Should have a budget of $5000/month
  64. 64. B2B Sales Define SUSPECT & PROSPECT clearly Make a matrix of information you need to qualify Qualify prospects. Push them to the Prospect bucket
  65. 65. B2B Sales Essentials of a qualifying criterion Verify specific need Has money? Time line?
  66. 66. B2B Sales Example 1 Suspect Prospect Small business Small business with a security threat perception Has online presence Spends more than $2000/ month on servers Has a budget of more than $300 per month
  67. 67. B2B Sales Example 2 Questions Criteria How any developers are 100 people company with there in your company? at least 40 developers Do you have coders working remotely? Developers work remotely What is your monthly budget? Should have a budget of $5000/month
  68. 68. B2B Sales 100 Suspects, Day 0 50 Prospects Day 10 40 Approaching Day 25 12 Negotiating Day 85 4 Closing Day 115 2 Order, Day 135
  69. 69. B2B Sales Stage Number Days Suspecting 100 Day 0 Prospecting 50 Day 10 Approaching 40 Day 25 Negotiating 12 Day 85 Closing 4 Day 115 Order 2 Day 135
  70. 70. B2B Sales Q&A rudhir@secpanel.com @RudhirSharan

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