B2B Sales | Probing and qualifying

I need to learn to sell!

B2B salesProbing and qualifying

Rudhir SharanFounder

B2B Sales

What is sales?

B2B Sales

B2B Sales

B2B Sales

B2B Sales

B2B Sales

B2B Sales

We are always selling

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Every one sells!

B2B Sales

Every one can sell!

B2B Sales

Some are obvious...

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...some, irritating

B2B Sales

I will help you connect with your friends and family!!!

...others, subtle

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Why do you have to sell?

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if you can sell, there is a businesssales

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How to sell to organizations?

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How to sell with a method?

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Life cycles...B2B Sales

Life cycles...B2B Sales

Sales Life Cycle

uspecting rospecting pproaching

egotiating losing rder

S P A

O C N

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Sales Cycle

uspectingS

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Sales Cycle

uspectingSFulfills the criterion for a Suspect(e.g. - Target customer category- Uses a competing product)

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Sales Cycle

uspecting rospectingS P

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Sales Cycle

uspecting rospectingS P

1. Qualified as a would be customerbased on a Prospect Criterion(e.g.- Continues to show interest- Has Need and Money)

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Sales Cycle

uspecting rospecting pproachingS P A

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Sales Cycle

pproachingAThe meat of the sales process

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Sales Cycle

pproachingA1. Find the MAN2. Find the influencers3. Map the account

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Sales Cycle

uspecting rospecting pproaching

egotiating

S P A

N

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Sales Cycle

uspecting rospecting pproaching

egotiating losing

S P A

C N

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Sales Cycle

losingC

1. Closing approach and techniques2. Do not ASSUME. QUALIFY

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Sales Cycle

uspecting rospecting pproaching

egotiating losing rder

S P A

O C N

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Secpanel Sales Cycle

now about nterested ompare

ry out h Wow! uy

K I C

B O T

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Sales Cycle

uspecting rospecting pproaching

egotiating losing rder

S P A

O C N

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Sales Cycle

uspecting rospectingS P

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Process of qualification

qualify?

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qualifying is useful

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...in real life and in...

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...a sales situation

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We do not have a SaaS budget this year.

...a sales situation

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We do not have a SaaS budget this year.

qualify?

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qualify: To reach the later stages of a selection process or contest by competing

successfully in earlier rounds.

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qualify: To filter suspects based on pre-defined criteria and determine if the

suspects are prospects or not

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to know what to focus onand

what not to focus on

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Why qualify?

Example 1Buyer: I love your product. I will

order. Show me a demo.

B2B Sales

Example 1Buyer: I love your product. I will

order. Show me a demo.

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Accept it as the truth and forecast a sale.Commit demo resources

Example 1Buyer: I love your product. I will

order. Show me a demo.

B2B Sales

Accept it as the truth and forecast a sale.Commit demo resources

What is your budget for HR productivity automation?

Example 1Buyer: I love your product. I will

order. Show me a demo.

B2B Sales

Accept it as the truth and forecast a sale.Commit demo resources

What is your budget for HR productivity automation

We have no budgets this year Budget is $20,000

Example 2Buyer: Your price is too high. So we bought a competing product

B2B Sales

Example 2Buyer: Your price is too high. So we bought a competing product

B2B Sales

In your mind, “You suck anyway.Who wants to sell to you”Remove Suspect from funnel

Example 2Buyer: Your price is too high. So we bought a competing product

B2B Sales

In your mind, “You suck anyway.Who wants to sell to you”Remove Suspect from funnel

Does competition have all that you need in my product?

Example 2Buyer: Your price is too high. So we bought a competing product

B2B Sales

In your mind, “You suck anyway.Who wants to sell to you”Remove Suspect from funnel

Does competition have all that you need in the product?

Their reporting is weak, but...

Yes and they have good support

how to qualify?

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By asking questions!

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Get information+

Match against Criteria

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probing questions?

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Suspect Prospect

Small business Small business with a security threat perception

Has online presence Spends more than $2000/month on servers

Has a budget of more than $300 per month

B2B Sales

Example 1

Questions Criteria

Have you been attacked in the past?

Small business with a security threat perception

How many servers does it take to run blahblah.com?

Spends more than $2000/month on servers

Do you have a monthly security budget?

Has a budget of more than $300 per month

B2B Sales

Ask probing questionsto determine the shapeor the state of yoursales process

B2B Sales Probing

B2B Sales Probing

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Suspect Prospect

Company with 100 or more employees

100 people company with at least 40 developers

Work from two or more locations

Developers work remotely

Should have a budget of $5000/month

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Example 2

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Questions Criteria

How any developers are there in your company?

100 people company with at least 40 developers

Do you have coders working remotely?

Developers work remotely

What is your monthly budget?

Should have a budget of $5000/month

B2B Sales

B2B Sales

Define SUSPECT & PROSPECT clearly

Make a matrix of information you need to qualify

Qualify prospects. Push them to the Prospect bucket

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Verify specific need

Has money?

Time line?

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Essentials of a qualifying criterion

Suspect Prospect

Small business Small business with a security threat perception

Has online presence Spends more than $2000/month on servers

Has a budget of more than $300 per month

B2B Sales

Example 1

B2B Sales

Questions CriteriaHow any developers are there in your company?

100 people company with at least 40 developers

Do you have coders working remotely?

Developers work remotely

What is your monthly budget?

Should have a budget of $5000/month

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Example 2

100 Suspects, Day 0

50 Prospects

40 Approaching

12 Negotiating

4 Closing

2 Order, Day 135

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Day 10

Day 25

Day 85

Day 115

Stage Number Days

Suspecting 100 Day 0

Prospecting 50 Day 10

Approaching 40 Day 25

Negotiating 12 Day 85

Closing 4 Day 115

Order 2 Day 135

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B2B Sales

Q&Arudhir@secpanel.com

@RudhirSharan