Sales Process
Sales Process
Building a repeatable, scalable sales process is tough. “Sales process” most often refers to a repeatable set of steps your sales team takes with a prospect to move them from early stage to a closed customer. The common stages of the sales process being:
Prospect
The process of sourcing new early stage leads to begin a sales process with. Prospecting may involve online research to find net new prospects, or researching into an existing database of contacts.
Connect
Initiating contact with those early stage leads to gather information and judge their worthiness for moving forward.
Research
Learning more about a prospect and their company as they progress through the sales process can help SalesGuys offer a more tailored experience, and improve the likelihood a deal will close.
Present
A typical stage of many sales processes is to run a formal presentation or demonstration of what is being sold. This stage is time-consuming, so it typically comes deeper in the sales process and only for well qualified prospects.
Close
This stage refers to any late stage activities that happen as a deal approaches closing. It varies widely from company to company, and may include things like delivering a quote or proposal, negotiation, achieving the buy-in of decision makers, and other actions.
Evaluation
This is a critical stage that is so often overlooked, whether you win the order or not its important to analyse why the customer made the decision they did. Doing this courteously and professionally speaks volumes about you as a company and has been known to assist with ongoing dialogue and relationship, even has resulted in decisions being reversed.
Lead Generation
The Top end of the funnel is critical to the success of your business. The chances are you will only win a certain percentage of the opportunities you engage on.
So by increasing the number of Leads, will invariably lead to an increase in qualified opportunities and subsequent successful sales.
A robust lead generation strategy will ensure that funnel replenishment is a continuum, the strategy should include Planning, content, distribution, capture, analysis, cultivate and conversion.
Customer Satisfaction
Customer satisfaction plays an important role within your business. Not only is it the leading indicator to measure customer loyalty,
Identify unhappy customers, reduce churn and increase revenue; it is also a key point of differentiation that helps you to attract new customers in competitive business environments. Having a systematic and consistent process to evaluating customer satisfaction enhances your credibility in your customers eyes and repeat business.
Win/Loss Analysis
With our win loss research, methodology and analysis, your sales team will understand exactly why they lost and what needs to be done to improve both their performance.
Your company’s overall presentation of its products and services. The customised, post-decision interview and debriefing process we employ will provide you with the candid feedback you need to make competitive adjustments to your products, sales approach, marketing strategy and ongoing client servicing efforts. Our win loss expertise can help you:
- Improve the effectiveness of your salespeople and their presentations by gathering insights that help you better position, package, differentiate and deliver your message.
- Increase your understanding of how your competitors succeed in new business situations.
- Identify the key drivers for closing new business.
- Uncover unmet client needs and new product development opportunities.
- Track your company’s progress against internal standards.
- Identify areas for improvement within the four key phases of the sales process:
1. Building rapport
2. Identifying needs
3. Presenting solutions
4. Closing the sale
