structuring your sales cycle

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?

3

Backbone = supports organizational scale

Enables accurate forecasting

Allows sales & marketing to work together constructively

Facilitates fast root-cause analysis

Step 1: Understanding your business

4

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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clarissa@teamleader.eu