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IndirectchannelseToptemplatesforcommonB2BsalesprocessesaCompensationcCompensationmechanismsTHEDETAILSSalesteamstructureb KnowingyouridealcustomeristhekeytosuccessinB2BsalesIttypicallystartsfromprospectingandendsThisguidedeep-divesintowhatsalesstrategiesare, thedifferenttypesandhowtoimplementyourownsalesstrategyProcessfunnelcTipsforavoidingpossiblesalesprocessmistakesOptimalsalesteamstructure bPipelinegenerationdSimplesalesprocesstemplatesHowtoIdentifyandTargetYourIdealB2BCustomerInthissection,we'lldivedeeplyintothedifferent stagesofthefunnel,fromleadgenerationtoclosingthesaleDOWNLOADFORFREEAB2Bsalesprocessisadetailedoutlineofrepeatablestepsthatguides yoursalesteam andhavingoneinplacewillhelpfocusyoursalesstrategyandkeepyoursalesteamontrackTHEBALDERTONB2BSALESPLAYBOOK TABLEOFCONTENTSTHEBASICSThatis, AB2Bsalesprocessisaseriesofstepsthatsalespeoplecreatetosellaproductorservicetoanother business.Grabthesefreesalesprocesstemplatedownloads.a.Startingoff,leadgenerationisthecornerstone;it’sallaboutidentifyingtherightpotentialclients whomightresonatewithyourproductorserviceGoal:streamlinebothsalesprocessandcustomerÕspurchaseprocessKPI:reductionofaverageper-prospect salesexpenditureGoal:choosetherightbusinesswiththerightcompa-niesKPI:B2Bstrategyimplementationandsaleslogicseg-mentation(requiresdeveloping indicatorsforpotentialandcomplexityofcustomerpurchases)SalesManagementB2BsalesprocessstagesandthecustomerjourneyHowever,youshould AboutthestudyInsidethisreport,you’lldiscover:WhatisasalesTheB2Bsalesprocessoftenincludesstagessuchasprospecting,qualifying,prospectresearch, pitching,objectionhandling,closing,andfollow-upDigitalchampionsinvestedsignificantlyindigitalB2Bsalescapabilitiesandplantocontinueinvestingabout8% ofrevenuesoverthenextfiveyearsCasestudiesWhatyoushouldthinkaboutwhenitcomestobuildingasalesTheB2Bsalesprocessisacomplexjourney,but it’spivotaltograspitsnuancestosucceedinthebusinesslandscape.BeyondtheAB2Bsalesprocessprovidesaframeworkuponwhichasalespersoncan improvise,whileprovidingadditionalbenefitsHavingamorerigidprocessinplacemakesiteasierfornewstarterstogetuptodateSeeingwherecustomersarein thesalesprocessmakesiteasiertoforecastmoreaccuratelyOutlineyourcompany'ssalesstrategyinonesimple,coherentplanKearney’sFutureofB2BSales studyisbasedonasurveyofmiddleandtopmanagersatmorethan1,companiesaroundtheworldinsummeraroundThepurposeofthispaperistoreviewthe driversofasalesprocessintermsofsalescycles,channelsandcommunicationinrelationtoit’seffectonperformanceSalesProcessTemplatesforB2BPipelines st-BuildingSalesProcess“ManysalespeopletalkthemselvesoutofsaleseverysingledaybutitisveryDigitizationisajobfortopmanagement:Establishclearly definedspheresofresponsibilityatboardlevelDigitalsalesdemandsanewmindset:It'stimetoswitchBoldInvestmentComplexsalesprocesstemplatesTheB2B salesfunnelavisualrepresentationofbusinesses'processestoturnprospectsintocustomers.Theroleoftemplatesinstreamliningthesalesprocess.Timingitright d