Generally, when analyzing a company’s annual or monthly results, the analysis focuses primarily on the revenue or sales generated, rather than on the strategies used to achieve those results.
One of the biggest keys to achieving growth in a B2B company is to have a well-defined sales process .
A B2B sales process involves many more players than a B2C process and a fairly extensive research process before prospects make the decision to contact a salesperson. With just access to the Internet, they can compare your product with that of your competition and choose the one they think is most convenient to start a conversation with.
The importance of defining the sales process
According to data from a study conducted by the Harvard Business Review , companies that have a formally defined sales process can achieve up to 18% greater growth than those that do not.
A clearly defined sales process is one in which team members take the time to define a sales pipeline based on customer needs and use it to improve sales force performance.
Your salespeople should not have an abstract concept of what stage a hong kong telemarketing list prospect is in, but rather have all of that information laid out in the sales pipeline.
A sales team aligned with business objectives
When the sales process is well defined, b2b digital strategy: how to attract more customers? marketing and sales the sales force can align itself with it and its objectives, making it easier to quantify the efforts made by the team and its effectiveness.
Of course, to be able to measure all this, saudi data it is necessary to have the right tools, something that allows us to trace the actions of prospects and clients throughout the entire sales process.
Set realistic business goals
Once we have defined our sales process and have the necessary tools to carry out a diagnosis of our processes and our profitability, what comes next? We must set commercial objectives to improve our sales.
First of all, we must ensure that our objectives are SMART (Specific, Measurable, Achievable, Relevant and Time-bound), but we must also define the succession of tasks and responsibilities of each area to achieve them.