The truth is that you need a good, defined way of selling to grow sales. But your process should also make things simpler, not more complicated. An effective B2B sales process takes out the guesswork so you can focus on closing more deals. Below, we’ll give you tips on how to build a sales process that will help you move the needle for your business.
Tip 1: Keeping It Simple Is Better
Tip 2: Define Clear Entry & Exit Criteria
- The entry requirements define what actions a lead needs to take to move into that stage of the sales process.
- The exit requirements establish what needs to happen for them to progress beyond that stage.
Both requirements should be straightforward things you can easily check. There should never be two stages where it’s unclear which one the lead should go into next.
Tip 3: Reduce Unnecessary Friction As Much As Possible
Now, what does ‘friction’ mean? It’s whenever the customer has to do a lot of work on their own.
On the flip side, it’s okay to add some purposeful friction when it’s helpful. We intentionally add a stage to provide more value that makes us different. But the extra work is minimal since we handle most of it.
The main point – Anything you can do for your prospects instead of them, then do it. Do as much work as you can for them. Keep that momentum going when you already have their attention.
Tip 4: Map Activities to Stages
Your sales process should outline the sales activities for each stage, not just the stages themselves. It shouldn’t just have stages and then say ‘go’. You need to plan out activities like, what steps will you take after this stage? What happens after your discovery call?
Tip 5: Find A Differentiator In Your Sales Process
Here’s where most sales processes fall short – they mimic what their competition is doing rather than standing out.
Study your competitors. Then find smart ways to make your sales process different from theirs. Maybe at some point, you can have your company’s leaders meet the leaders from the company you’re trying to sell to. Like your CEO joining a call with their CEO. That would make your process stand out.
Tip 6: Introduce "Wow" Moments
How To Build A Sales Process: The Bottom Line
If you need help optimizing your sales process for better results, we’d be happy to help. Just reach out to us, and our team can look at how you sell now and create a new process for you. Set up a time here to discuss how we can improve your sales!