When it comes to reflecting your customer’s journey with your sales process, these are some common examples you can apply during each stage.
While these are good examples, it’s important to use this as more of a guiding post than anything, as each sales process is uniquely dependent on your organization’s needs!
As we often say, no one sales process will apply to every organization, because every organization is different.
Here are some ways to mash-up your sales process with your customer journey, and actions you should take within each phase.
These guidelines will help you get started with developing your own most effective sales process …
Customer Awareness/Sales Rep Prospecting
- Identify or research the organization
- Identify key attributes, like the company size, number of employees, geographic location, etc.
- Identify key decision-makers
- Make an initial introduction or contact with the prospect
- Add to a relevant marketing automation nurture campaign
Customer Consideration/Sales Rep Qualifying
- Further develop the prospect relationship
- Identify customer needs and pain points
- Formulate your value proposition against identified needs and pain points
- Determine if a business opportunity exists, and qualify
- Add to marketing automation nurture campaigns based on the identified needs
Customer Conversion/Sales Rep Proposing
- Schedule a presentation or demo with a prospect; provide a sample request, R&D process, etc.
- Develop specific, targeted solutions to present to the prospect
- Develop a proposal and/or quote
- Present your proposal and/or quote, then provide a follow-up to gain commitment and start to build loyalty
- Send a relevant marketing case study to help the prospect see the value of your product or service
Customer Loyalty/Sales Rep Closing
- Gain commitment, either verbally or written, from a prospect
- Process the proposal, and begin the execution of the delivery of your product or services
- Provide ongoing follow-ups, as needed, to continue to build the relationship post-sale
- Acquire customer testimonials and referrals to help your marketing team meet their goals, improving your brand reputation overall, and boosting business
- Add to company e-newsletter communications for positive reinforcement – celebrate wins, and learn from losses!
+++ Misc. BONUS Considerations
As we mentioned earlier in this post, since there is no one-size-fits-all process, these are some additional questions you may ask yourselves to help shape your most effective sales process …
- When will you pursue or not pursue a prospect?
- What process should be followed when an opportunity is lost?
- What process should be followed when an opportunity is won?
- What process should be followed to pursue prospects that are not ready to purchase in the near term?
- What process should be followed to maintain relationships with existing accounts?
As you build or refine your sales process, always remember to stand in your customers’ shoes, and align your sales process to your journey to find your ultimate success.
Learn more about what it takes to develop an effective sales process that produces amazing results when you read Ledgeview’s new eBook, “Creating a Consistent Sales Process that Drives Results”.
Download it below.