how to automate b2b sales
TRANSCRIPT
How to automate B2B Sales
Bohdan hnatkovskyy, Ceo at Brainify
BohdanThiel Foundation
sales geek
What is a sales process ?
sales process is a typicalseries of predictable events to sell a product or a servicedefinition
🚀
What is a sales process ?
Sales Process vary among Different companies, products or services.
the profit you get from it
Bigger Deals Less TIME Higher Conversion
💰 ⏱ 🎯
problem - it’s never get constant …
It’s a mess that gets clear,when you learn and develop it
… BUT you could automate it
Things you could design,you could replicate things you could replicate, you could automatesomeone from toyota
📝
How to … Step 1
DEFINE A CUstomer buying process
Desire Action
Need Recognition
information search
Evaluationof choises
Purchase
Purchase
Attention Interest
Need Awareness Consideration Decision
How to … Step 2
DEFINE Sales stages
Product
1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order
solution
1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment
How to … Step 3DEFINE 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 emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
analysis 6. pre/post deal timelines 7. Case studies
Marketing
1. Automated emailsfor new leads
2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
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
Step 1: Customer buying process
THink through the buying process and the main decision points from your customer point of view. involve your sales team. Call you customers.
PurchaseNeed Awareness Consideration Decision
Step 1: Customer buying process
Need Recognition
information search
Evaluationof choises
Purchase
What your customers jobs are? DEFINE SOCIAL JOBS (HOW OTHERS SEE YOUR CUSTOMER?)DEFINE emotional jobs (WHAT customer feels?) DEFINE functional jobs (waht need to be done?)
Step 2: Sales stages
Define sales stages, that matches your customers buying process.
Make sure to discuss them in your organization.
Step 2: Sales stages
1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order
Example 1. PRODUCT
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Step 2: Sales stages
1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment
Example 2. solution
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Step 2: Sales stages
0.1 GENERATE LEADS 0.2 BUILD INTEREST0.3 MQL0.4 SQL
1. QALIFIED 2. SOLUTION DEFINITION 3. PROPOSAL 4. SHORTLIST 5. PROJECT CONFIRMED 6. NEGOTIATION 7. CONTRACT
Example 3. SERVICE
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Step 3: TARGETED OUTCOME
📋💳 💸
WHAT IS THE GOAL OF EACH STAGE?
WHAT YOUR SALES PERSON NEED TO ACHEIVE?
Step 4: ACTIONS
📲📩 🏌
Define actions that are important to move to the next stage and to reach needed outcome.
Step 5: tools
What tools need to be available for you to reach targeted outcome? Great tools will speed up the process.
Step 5: tools
Sales
1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
analysis 6. pre/post deal timelines 7. Case studies
Marketing
1. Automated emailsfor new leads
2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
Tools example 1
Automaded emails for new leads and follow ups and warm cold emails
or any other CRM
Tools example 2
Content is everywhere
AWARENESs EDUCATION SELECTION TRAINING
Tools example 3
ACQISITION 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
AI in sales
What it does: Assistant who schedules meetings for you
AI in sales
What it does: Sales assistant keeps you focused on top prospects
AI in sales
What it does: Advice on how to write emails tailored to your prospect
AI 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
