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Sales process - how do you build one?

I am amazed with how my customers, colleagues and business I know have a different take on sales process. I can't imagine how some of them manage to keep their business growing.

One major voice that stood out was that a sales process is all about closing the deal and its meant to focus on sales activities solely.

I wonder what you think about that!

I was flabbergasted with your responses and discussion on cold calling with my previous post.
Today I wanted to ask you about your sales processes. Hope we can have fun together with this discussion.

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    • 1
      Profile picture of Mike_Livespace
      @mike_livespace
      ( 195 POINTS )
      1 week ago

      I’d risk a theory, that sales process is very often left at generic stages – Prospecting, Preparation, Approach, Presentation, Handling objections, Closing – prompted by default by CRMs.

      A sales rep who receives this type of guidance will build a company and process that takes more from the customer than it gives, which ultimately results in unhappy customers.

    • 1
      Profile picture of Nigel Edelshain
      @nedelsha
      ( 675 POINTS )
      1 week ago

      Pawel,

      In the vast majority of situations, I would say sales process is more than “closing the deal”. There’s going to be a heavy emphasis on prospecting and/or growing existing accounts (account-based marketing is the popular term but usually relies on sales people heavily.)

      IF you have a very strong pipeline of INBOUND leads from your marketing efforts then maybe you narrow the sales process down to only “closing”–but that also ignores growing current accounts.

      Most companies in the real world need to go OUTBOUND as well as inbound. In this case, part of the sales team (could be SDRs/BDRs but could be AEs) is responsible for finding leads/opportunities and needs a process for all this activity. In my experience, all the elements of prospecting become critical parts of the sales process.

      Nigel

      • 0
        Profile picture of Pawel Paluch
        @pawelpal2
        ( 727 POINTS )
        4 days, 7 hours ago

        Love it, the majority of activities are and will be outbound for sure.
        I have been working with an software development industry leader that confirmed that the whole pipeline is divided into outbound and word of mouth.

        And their focus is about problem/solution awareness rather than selling stuff.

        Nigel, do you think it is still a sales process?

        I think/know it is a sales process – a prospecting process to build buying intent among your prospecting group. Intend that should lead to a call about their pains and needs.

        Would you agree with me on this one?

        • 0
          Profile picture of Nigel Edelshain
          @nedelsha
          ( 675 POINTS )
          4 days, 3 hours ago

          Pawel,

          Makes sense that you need to identify people with problems to kickoff the sales process.

          You are reminding me of a sales book I just read by Anthony Iannarino, “Elite Sales”. I think you will find a lot in there that matches your scenario. He talks about going outbound with a “one up” position where you can help the prospect with their problem as you have done your research and are essentially a consultant aiming to share information with them on potential solutions. Here’s a link to the book on Amazon, https://www.amazon.com/Elite-Sales-Strategies-Creating-Consultative-ebook/dp/B09XTK45J6

          Nigel

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