Search for B2B Sales process/funnel at any search engine, it would surely spoil you with an array of choices. Given that every business module differs from the other can these prevailing choices be thoroughly suitable for any business across any industry vertical? Hopefully no. Moreover, B2B buyers of this age are smart and tech-savvy like never before! Thus, making it highly critical to opt for the most innovative and responsive sales funnels that ensure faster deal closures even for dream customers. Again, with the fallen wall in between the sales and marketing team, one should only settle with a sales process that perfectly aligns these two teams while enabling business avenues and ROI.
So, What is the New Age B2B Sales Process All About & What Would Be an Apt Choice? In brevity, it’s the finely designed module that ensures higher conversions and bigger deals in lesser time while depicting how well marketers can persuade respecter B2B buyers to trust upon their offerings. One might think that website information, intuitive UI/UX, blogs, articles, etc., would be enough for this. But technology innovation and evolution have shown their effectiveness in this space too. Today, one needs intelligence in every process even in sales. So, for obtaining the right sales funnel that meets with the needs of the hour marketers needs to: 1. Understand the exact market and business requirements where their products/services
would perfectly gel. This can be obtained through sales intelligence insights, market research reports, etc. Besides, they would also need to have a clear view of the entire business ecosystem & hierarchy of the respective company that they are approaching. 2. Analyze aspects like: Does the prospect have the budget for your offerings, how much, and when? Have you identified the decision-makers and Influencers? Are they accessible? How well connected are you or can be in the account? Does the prospect require your offerings and when? 3. Get complete answers to the aforesaid queries and get ready to meet the decisionmakers who have immediate customer pain points. Eventually, get hold of a strategic approach to the target profile followed by continuous iteration & tracking of the actions till closure. 4. Have a deeper understanding of Ideal Customer Profile, their job roles, challenges, compatibility of value propositions with their pain points (through actionable account maps). Marketers would then need to determine an account-centric approach for the most suitable buying process. Remember, for bigger deals, buyers would be scattered across business units. Thus, intensifying the need to settle with actionable, updated orgchart of the target company and cutting-edge sales intelligence tools. This would open up several doors to get connected with multiple influencers, decision-makers, and stakeholders responsible for deal closures. Thanks to technology, even sales modules are getting infused with innovation and intelligence – for the better. CLICK HERE for a wider understanding of this with BizKonnect.