b2b sales lead to cash
TRANSCRIPT
B2B $ales
Lead to Cash
By: Amir NikKhah
BUYER JOURNEY
Buyer Journey
The buyer’s journey is the process buyers
go through to become aware of, evaluate,
and purchase a new product or service
Buyer Journey
Awareness Stage
Buyers realize they have a problem.
Buyers identify their challenge or an opportunity they want to pursue.
Buyer Journey
Consideration Stage
Buyers have clearly defined the goal or challenge.
Buyers evaluate the different approaches or methods availableto pursue the goal or solve their challenge.
Buyer Journey
Decision Stage
Buyers have already decided on a solution category.
Buyers decide on the one that best meets their needs.
The list of specific offerings
L2C
LEAD TO CASH
Sales Negotiation
Contract Management
Order Fulfillment Cash Customer
Care
Marketing Activities
Lead Generation
Contact Management
Interaction Scenario
Quotation &Proposal
Lead
A lead, in a marketing context, is a potential sales contact.
An individual or organization that expresses an interest in your
products.
Strangers
Leads
Customers
Promoters
Referral
Website
Advertising
Social Media
NewsletterPress Release
Phone
Content
Direct Mail
Other Marketing
Tools
Lead Generation
360° View of The Lead
Future
PresentPast
Lead Data Collection
Real-Time Behaviors
Attraction Source
Needs & Wants
Business Type
Work Experience
Credibility
PII
Capital Power
Interaction Scenario
What are your sales goals?
What are your competitive advantages?
What are your limitations?
What the lead wants?
What the lead needs?
What are the lead’s questions?
What is your Plan B?
QUOTATION & PROPOSAL
A client asking for a quotation is asking: how much will you charge me for such product or service?
That means: "I know what I need, just gimme your price".
A client asking for a proposal is saying: I have this problem, suggest me the best solution and tell me how much it will cost.
