B2C sales with modest monetary value can be closed in one call.
B2B sales involve a lengthier sales cycle, continuing relationships, and
increased risk and commitment.
The sales procedure
A series of steps that a salesman takes to help the customer make a satisfying
purchasing choice.
Sales cycle stages include research, outreach, discovery, presentation, follow-
up, and closing.
CRM (Customer Connection Management) aims to improve customer loyalty,
retention, and profitability by controlling all facets of the customer-organization
connection.
Sales interaction software integrates with CRM to automate sales procedures
and improve efficiency.
Sales data software
Collect and understand company information from millions of data sources
(company and contact data).
Research Process: - Create a corporate list or icp. - Create a contact list based on
buyer persona. - Locate contact information for the buyer persona. - Personalize
outreach.
, The cold call procedure involves paying attention, identifying what you want,
building a bridge, and asking.
Cold email process: hook, relate, bridge, and ask.
Social selling involves establishing familiarity with prospects.
RBO: Anchor, Disrupt, Ask.
An implied need refers to a need that a consumer may not be aware of or
capable of processing.
Explicit need refers to a buyer's evident desire or purpose to act.
Discovery process: SPIN
Qualification Process (BANT)
feature
A fact or feature of the product
advantage
Something beneficial.
Benefits demonstrate how your product/service addresses a specific customer
need.
B2B sales involve a lengthier sales cycle, continuing relationships, and
increased risk and commitment.
The sales procedure
A series of steps that a salesman takes to help the customer make a satisfying
purchasing choice.
Sales cycle stages include research, outreach, discovery, presentation, follow-
up, and closing.
CRM (Customer Connection Management) aims to improve customer loyalty,
retention, and profitability by controlling all facets of the customer-organization
connection.
Sales interaction software integrates with CRM to automate sales procedures
and improve efficiency.
Sales data software
Collect and understand company information from millions of data sources
(company and contact data).
Research Process: - Create a corporate list or icp. - Create a contact list based on
buyer persona. - Locate contact information for the buyer persona. - Personalize
outreach.
, The cold call procedure involves paying attention, identifying what you want,
building a bridge, and asking.
Cold email process: hook, relate, bridge, and ask.
Social selling involves establishing familiarity with prospects.
RBO: Anchor, Disrupt, Ask.
An implied need refers to a need that a consumer may not be aware of or
capable of processing.
Explicit need refers to a buyer's evident desire or purpose to act.
Discovery process: SPIN
Qualification Process (BANT)
feature
A fact or feature of the product
advantage
Something beneficial.
Benefits demonstrate how your product/service addresses a specific customer
need.
