From prospecting to closing sales: a guide to success
Posted: Sat Dec 07, 2024 9:25 am
The sales process is a difficult task for companies of all sizes. To move from prospecting to closing sales , you need to know the protagonists of the journey, their needs and expectations.
You should also consider the stages of the cycle, the touchpoints with potential customers, and the best communication channels to convey your message.
In this guide we will provide an overview great britain email list of each of the parts that make up a sales process and understand how to apply it to make it truly effective for your company.
What is the sales process?
The sales process is a guide developed by companies to show sales representatives step by step how to offer and market a product or service on the market. It covers everything from the prospect's initial interest to closing the deal and aims to facilitate the attraction, nurturing and conversion of potential customers.
More than just telling salespeople where they are and what they should do next, this graphical representation helps them understand customer needs and take advantage of key moments to convert opportunities into sales.
In fact, it serves as a guide to avoid unnecessary tasks during the sales cycle . Without an established process, everyone would act according to their own parameters and cause a lot of chaos within the company.
What is the importance of the sales process ?
The importance of the sales process is obvious: it helps you make the most of the data you have about customers and increases the performance of your business. It is also useful for saving resources and simplifying the achievement of goals. In addition, it facilitates the communication of your company's mission, vision and values.
Make the most of customer data
For the process to work, you must have a clear idea of the profile of your buyer persona , that is, your ideal client. This will allow you to understand the company's target audience and structure the sales process with defined goals based on their consumption habits and behaviors.
Market research can accurately indicate what they like, when they buy, how much they spend, what their preferences are, where to find them, among other characteristics.
You may be interested in: Customer Research: Getting Started Guide .
Increase your business performance
Some studies show that companies that implement sales plans are 33% more likely to have high performance in the market.
Although sales performance depends on a good strategy and the performance of salespeople, having a planned route can shorten the path to sales conclusion.
Additionally, this flowchart can be used as a baseline to measure quality standards and understand when sales can be scaled or split to involve multiple reps.
Read also: 3 great advantages of calculating sales performance .
Save resources and simplify the achievement of goals
Did you know that more than 50% of successful sales teams have a 12-month view of their plans, while 10% plan for the next three years? A plan that details goals and the documents that will be used reduces operational errors, optimizes time, increases productivity and increases the number of sales.
You should also consider the stages of the cycle, the touchpoints with potential customers, and the best communication channels to convey your message.
In this guide we will provide an overview great britain email list of each of the parts that make up a sales process and understand how to apply it to make it truly effective for your company.
What is the sales process?
The sales process is a guide developed by companies to show sales representatives step by step how to offer and market a product or service on the market. It covers everything from the prospect's initial interest to closing the deal and aims to facilitate the attraction, nurturing and conversion of potential customers.
More than just telling salespeople where they are and what they should do next, this graphical representation helps them understand customer needs and take advantage of key moments to convert opportunities into sales.
In fact, it serves as a guide to avoid unnecessary tasks during the sales cycle . Without an established process, everyone would act according to their own parameters and cause a lot of chaos within the company.
What is the importance of the sales process ?
The importance of the sales process is obvious: it helps you make the most of the data you have about customers and increases the performance of your business. It is also useful for saving resources and simplifying the achievement of goals. In addition, it facilitates the communication of your company's mission, vision and values.
Make the most of customer data
For the process to work, you must have a clear idea of the profile of your buyer persona , that is, your ideal client. This will allow you to understand the company's target audience and structure the sales process with defined goals based on their consumption habits and behaviors.
Market research can accurately indicate what they like, when they buy, how much they spend, what their preferences are, where to find them, among other characteristics.
You may be interested in: Customer Research: Getting Started Guide .
Increase your business performance
Some studies show that companies that implement sales plans are 33% more likely to have high performance in the market.
Although sales performance depends on a good strategy and the performance of salespeople, having a planned route can shorten the path to sales conclusion.
Additionally, this flowchart can be used as a baseline to measure quality standards and understand when sales can be scaled or split to involve multiple reps.
Read also: 3 great advantages of calculating sales performance .
Save resources and simplify the achievement of goals
Did you know that more than 50% of successful sales teams have a 12-month view of their plans, while 10% plan for the next three years? A plan that details goals and the documents that will be used reduces operational errors, optimizes time, increases productivity and increases the number of sales.