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How to automate B2B Sales
Bohdan Нnatkovskyy, CEO at Brainify
BohdanThiel Foundation
sales geek
What is a sales process ?
🚀Sales Process is a typical series of predictable events to sell a product or a service
Definition
Sales Process vary amongdifferent companies, products or services.
Repeat sales& Referrals
What is a sales process ?
The profit you get from it
💰 ⏱ 🎯Bigger Deals Less Time Higher Conversion
The profit you get from it
Problem - it’s never get constant …
It’s a mess that gets clear, when you learn and develop it
The profit you get from it
… but you could automate it
📝Things you could design,you could replicatethings you could replicate,you could automate
The profit you get from it
How to… Step 1
Define a customer buying process
Desire Action
Need Recognition
InformationSearch
Evaluationof Choices Purchase
Purchase
Attention Interest
Need Awareness Consideration Decision
How to… Step 2
Define sales stages
Product
1. Research2. Intro3. Presentation4. Demo5. Trial6. Approval7. Order
Solution
1. Suspect2. Un-qualified 3. Qualified lead4. Strong interest5. Select solution6. Contract7. Deployment
Step 2: Sales Stages
Define sales stages, that matches your customersbuying process.
Make sure to discuss them in your organization.
Step 2: Sales Stages
💣
1. Research2. Intro3. Presentation4. Demo5. Trial6. Approval7. Order
Example 1. Product
Step 2: Sales Stages
1. Suspect2. Un-qualified 3. Qualified lead4. Strong interest5. Select solution6. Contract7. Deployment
Example 2. Solution
📦
Step 2: Sales Stages
Example 3. Service (Marketing + Sales)
🛠0.1 Generate Leads0.2 Build Interest0.3 MQL 0.4 SQL
1. Qualified2. Solution Defenition3. Proposal4. Shortlist5. Project Confirmed6. Negotiation7. Contract
How to… Step 3
Define the objective and targeted outcome
📋💳 💸
How to… Step 4
Define actions for each stage
📲📩 🏌
How to… Step 5
Define tools for each stage
Sales
1. Prewritten emails2. Sales presentations3. Conv. timelines4. ROI calculations5. Competitive analysis6. Pre/post deal timelines7. Case studies
Marketing
1. Automated emailsfor new leads
2. Blogs and articles 3. Infographics4. Slideshare pres.5. Ad campaigns6. Whitepapers7. Website
Opportunity conversion process
Opportunity conversion process
How we do it
Scoring
Blog Articles (Awareness)
Whitepapers, Research, Ebooks, Webinars (education)
Manuals, FAQ, Workshops (Onboarding)
Case Studies, Sales Presentations (Selection)
Lead Generation Team
SALES Team
Customer Success team
FilteringQualification
Training & Onboarding
Tools example 1
Automated warm cold emails and follow ups
or any other CRM
Tools example 2
Content is everywhere
Awareness Education Selection Training
Tools example 3
Acquisition and engagement
or any other CRM
Tools example 4
CRM is a king. Automate it
or any other CRM
AI in sales
What it does: Generates leads based on your existing customer profiles
Al in sales
What it does: Assistant who schedules meetings for you
Al in sales
What it does: Sales assistant keeps you focused on top prospects
Al in sales
What it does: Advice on how to write emailstailored to your prospect
Al in sales
What it does: Understand where sales are using their time and effort and identify why opportunities get stuck
Continue to improve
To infinity and beyondBuzz Lightyear
