At LaGrowthMachine, we’ve built our own process and placed it at the heart of our software.
This sales methodology consists of 4 main steps.
Step 1: Review your current process
The first thing to do is take a step back and analyze your current process to understand its flaws and what improvements are needed.
You can also do this by programming an overseas data automated sequence in LaGrowthMachine. You’ll work with more data in much less time.
Here’s a checklist to help you manage your B2B sales process:
- Who are your consumers?
- What purchasing channels do they use?
- How did they come across your brand or product?
- What made them decide to buy from you and not from a competitor?
- What is your sales pitch?
- Are you able to speak to decision-makers?
- How do you handle the purchasing process?
- Is sales aligned with market research?
- Are you closing deals?
- What is your current sales organization?
- How do you manage soft sell?
- What is your value proposition and do you offer alternative solutions?
In B2B, there is a much stronger relationship between the seller and the customer, which allows us to identify the exact moment when it is appropriate to upsell or downsell.
In this context, you can even conduct surveys or interviews with your current customers to gather information and even cross-sell.
Step 2: Understand the pain points of your sales process
Once you understand your sales process, it’s time to identify your pain points.
Which stages take you too long? Where do you lose the most leads?
To answer these questions, you need to reanalyze your data to identify the flaws.
For example, if you’re losing a lot of leads inbound marketing good practices and pitfalls at the SQL stage, there’s probably something wrong with your lead generation methods. Or your leads may not be qualified enough.
On the other hand, if you’re losing a lot of deals at the closing stage, it means your prices may be too high. Or perhaps your offer isn’t competitive enough, or your sales closing techniques could use some improvement.
Step 3: Apply changes
Finally, it’s time to implement changes that will help you improve your process.
This is where you have to be creative and original.
Taking the example we used earlier, if you’re losing a lot of leads in the SQL phase, you might want to consider changing your outreach methods or china numbers better qualifying your leads by doing the following:
- Adding more people to their sales teams.
- Investing in sales automation software like LaGrowthMachine will save you a lot of time.
- Modifying your sales methods.
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Step 4: Get feedback and implement improvements
It’s important to get feedback from both your sales team and your customers to see what’s working and what’s not, and implement necessary improvements.
It’s also important to track your business KPIs to see if there’s been any improvement since you made the changes.
For example, you could track business KPIs such as :
- Number of leads generated;
- Conversion rate;
- Conversion time;