What is a Robust B2B Sales Process?
A robust and accurate sales process is critical to the success of your sales reps. However, what I have found in much of my experience in sales is that the systems that we use to track sales, mainly CRM, do not reflect how a deal actually comes into fruition.
Furthermore, I found that many Sales Leaders ALSO did not totally understand this process in detail. It was the blind leading the blind in most situations. This was because Sales Leadership or Managers had been too removed for too long from being in the trenches. These details of what happens in the trenches in a B2B sales process were critical to developing the appropriate B2B sales funnel in CRM.
How to Develop the Appropriate B2B Sales Funnel
So what is my suggestion here? Well, get in the trenches and do some major observation regarding what is actually going on. Shadow a deal through the entire process. I recommend shadowing deals of your TOP performing reps. These days, most companies have invested in call and meeting recording software, so it makes it easy to listen to EVERY call of a deal that closed. This is going to be your best way to deeply understand the B2B Sales Process.
This is a very important exercise for Sales Leadership that often rarely, if EVER, is done. Sales Leadership tends to invest time into many internal meetings to discuss the same subjects over and over (mainly forecasting and what revenue you will bring in). I know this pain because I was one of these managers. However, I ALWAYS carved out time to do the exercise I outlined above, if for nothing more than to reaffirm that the SaaS Sales Process I was preaching and holding my reps accountable for was still accurate.
We all know that you are short on time, however, so jump start you knowledge and ultimate success by purchasing one of my Sales Guide enablement packages out of the box. It makes it easier to lay the appropriate foundation and drive the results you are looking for in the short term.
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VP of Sales
"Emily was a key part of building our sales process at BrightEdge. When she joined she quickly became the top performing rep and began sharing her knowledge with the team. She coached our top performing SDR's to better efficacy in their cold calling approach, developing a process that was then used across our team globally. Emily's sales approach was clearly working and she ran a series of trainings for our Account Executives on her process. She drove change in our discovery call process that included restructuring Salesforce set around her effective approach. Emily developed more robust and systematic objection handling including turning a key "deal killer" objection into a call to action to purchase. She also refined our approach for creating business cases and developed a template used across the team. In short, Emily content and guidance had a huge impact on the sales process of our SDRs and AEs. The people she mentored and who followed her process closely were top performing who went on to be promoted at every level."London
VP of Sales
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"Emily has the unique ability to take complex and advanced sales skills and break them down in a way that is super easy for my sales reps to digest, comprehend and most importantly execute on!"San Mateo
Sales Training in a Box
Overall Sales Strategy in a Box
Sales Rep Enablement in a Box
Sales Guide for Sales Reps
Written by a Sales Rep for Sales Rep. This guide is purely tactical information that you as a sales rep can implement into your selling behavior immediately to drive near term impact to your quota and achievements.
No sales theory, no complicated sales process or sales methodology, no fluff.
The Guide contains:
- Training Content
- Sales Agendas For Each Stage of Sales process
- Scripts (Pitches, Meeting Opening, 60 Sec Elevator Pitch, Meeting Closing)
- Business Case Templates
- Email FollowUp Templates
- Forecast Calculator
- and much much more!
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I have been selling software for nearly 13 years and have been the #1 sales rep at every organization I have been apart of. I would often outsell entire sales teams of 4-5 reps in a given month or quarter. I am not some kind of sales prodigy or savant. The reason I am good at sales and was the top sales rep, was because I LEARNED how to do it. SALES IS 80% learned and 20% innate skill. Writing these guides is my way of giving back to the community and giving Sales Reps and Sales Leadership easy yet effective tools to increase revenue.