structuring your sales cycle
TRANSCRIPT
Structuring your sales cycleFinding a sales process that works for your business
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All-in-one CRM project management invoicing —> stay organized —> build better relationships —> collaborate
Why? What? How?
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Backbone = supports organizational scale
Enables accurate forecasting
Allows sales & marketing to work together constructively
Facilitates fast root-cause analysis
Step 1: Understanding your business
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Where and how do I get my leads? (touchpoints)
Who are my leads / what are the different buying personas?
How do I register my leads?
What are my goals?
Which skill sets / sales personas do I have/need in my team?
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Step 2: Setting up a sales processSales funnel
closing customerCustomer journey
upselling, retention, success
LEAD —> QUALIFICATION —> NEGOTIATION —> OFFER —> WON / LOST —> HAPPY CUSTOMER
CONSIDER SCALABILITY FROM THE BEGINNING!
TIP
+ = Sales process
Step 2: Setting up a sales process
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Implement tools Define a set of rules
CRM
Project management
Invoicing
Ticketing
Scenarios
Roles & responsibilities
Automate when possible
Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail VirtualPlanned, long call
B. Follow-up, advice and illustrate
A. Virtual demo in-depth
B. Face to face
A. Webinars B. Touchless C. BlogD. Face to face
Intuo
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In a nutshell
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Understand your business! Set up sales funnel + customer journey Implement tools Define rules
Tweaking your sales process
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What are the most common objections?
Which buyer persona has the highest potential?
What’s my ideal sales cycle duration?
Where are the bottlenecks?
How can I optimize the process for my team AND
for my customers?
Tweaking your sales process
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1. Evaluate
3. Iterate
2. Calculate
reporting
data analysis
optimization, automation
Analyse your lead management
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How many leads came in?
How many lost?
How long did it take to close?
Which phase of the pipeline is the lead in? What is the value in euros?
How many… leads / mails / conversions?
What are the pending actions?
TIPVISUALIZE YOUR CUSTOMER JOURNEY!
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