Aiming here to document the full B2B sales process, from prospecting to closing, including all the steps in between, from my perspective & experience. This will be a collection of notes, brought together by this starting page.
A B2B process is a multi-stage journey that involves a series of steps to identify, engage, and close deals with business customers. The B2B process can be broken down into several components, including:
Prospecting
The first step in the B2B process is prospecting. This involves identifying potential customers who may have a need for your product or service. Prospecting can be done through various methods such as cold-calling, email campaigns, social media outreach, or referrals.
Qualifying
After identifying potential customers, the next step is to determine if they are a good fit for your product or service. This involves qualifying leads using a Qualification methodology.
B2B Sales Qualification Methodologies.
Discovery
Once a lead is qualified, the next step is to conduct a discovery call or meeting. This is an opportunity for the salesperson to learn more about the customer's pain points, business goals, and challenges. This information is critical for tailoring a solution that meets the customer's needs.
The Discovery Process in B2B Sales
Understand and influence the decision-making process
Selling
"Selling" can be broadened to something done across the entire cycle, eg asking good questions during earliet stages is also selling (eg trap-setting questions). However, I'm breaking here into a separate step to focus on the actual sales pitch, demo and overall exchanges (emails, calls) happening between discovery and proposal.
Proposal
Based on the information gathered during the discovery phase, the salesperson can create a proposal that outlines the solution and its benefits. The proposal should be tailored to the customer's specific needs and address their pain points.
Negotiation
After presenting the proposal, the next step is negotiation. This involves discussing the terms and pricing of the proposed solution and addressing any concerns or objections the customer may have.
Closing
Once a deal is agreed upon, the final step is to close the sale. This involves finalising the contract, processing payment, and setting up any necessary logistics for the implementation of the solution.
The Closing stage in B2B Sales
Post Sale
The B2B process doesn't end with the sale. Post-sale activities such as onboarding, customer support, and account management are critical for ensuring customer satisfaction and retention (ie reduce churn).
!/b2b-sales/post-sale