How to automate B2B sales

How to automate B2B Sales

Bohdan hnatkovskyy, Ceo at Brainify

BohdanThiel Foundation

sales geek

What is a sales process ?

sales process is a typicalseries of predictable events to sell a product or a servicedefinition

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What is a sales process ?

Sales Process vary among Different companies, products or services.

the profit you get from it

Bigger Deals Less TIME Higher Conversion

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problem - it’s never get constant …

It’s a mess that gets clear,when you learn and develop it

… BUT you could automate it

Things you could design,you could replicate things you could replicate, you could automatesomeone from toyota

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How to … Step 1

DEFINE A CUstomer buying process

Desire Action

Need Recognition

information search

Evaluationof choises

Purchase

Purchase

Attention Interest

Need Awareness Consideration Decision

How to … Step 2

DEFINE Sales stages

Product

1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order

solution

1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment

How to … Step 3DEFINE the objective

and targeted outcome

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How to … Step 4

DEFINE actions for each stage

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How to … Step 5

DEFINE tools for each stage

Sales

1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive

analysis 6. pre/post deal timelines 7. Case studies

Marketing

1. Automated emailsfor new leads

2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website

Opportunity conversion process

How we do it

Scoring

Blog articles (Awareness)

Whitepapers, research, ebooks, webinars (education)

Manuals, FAQ, Workshops (onboarding)

Case studies, sales presentations (selection)

Lead generation team

SALES team

Customer Success team

filteringQUalification

training & onboarding

Step 1: Customer buying process

THink through the buying process and the main decision points from your customer point of view. involve your sales team. Call you customers.

PurchaseNeed Awareness Consideration Decision

Step 1: Customer buying process

Need Recognition

information search

Evaluationof choises

Purchase

What your customers jobs are? DEFINE SOCIAL JOBS (HOW OTHERS SEE YOUR CUSTOMER?)DEFINE emotional jobs (WHAT customer feels?) DEFINE functional jobs (waht need to be done?)

Step 2: Sales stages

Define sales stages, that matches your customers buying process.

Make sure to discuss them in your organization.

Step 2: Sales stages

1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order

Example 1. PRODUCT

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Step 2: Sales stages

1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment

Example 2. solution

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Step 2: Sales stages

0.1 GENERATE LEADS 0.2 BUILD INTEREST0.3 MQL0.4 SQL

1. QALIFIED 2. SOLUTION DEFINITION 3. PROPOSAL 4. SHORTLIST 5. PROJECT CONFIRMED 6. NEGOTIATION 7. CONTRACT

Example 3. SERVICE

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Step 3: TARGETED OUTCOME

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WHAT IS THE GOAL OF EACH STAGE?

WHAT YOUR SALES PERSON NEED TO ACHEIVE?

Step 4: ACTIONS

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Define actions that are important to move to the next stage and to reach needed outcome.

Step 5: tools

What tools need to be available for you to reach targeted outcome? Great tools will speed up the process.

Step 5: tools

Sales

1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive

analysis 6. pre/post deal timelines 7. Case studies

Marketing

1. Automated emailsfor new leads

2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website

Tools example 1

Automaded emails for new leads and follow ups and warm cold emails

or any other CRM

Tools example 2

Content is everywhere

AWARENESs EDUCATION SELECTION TRAINING

Tools example 3

ACQISITION and engagement

or any other CRM

Tools example 4

CRM is a king. Automate it

or any other CRM

AI in sales

What it does: Generates leads based on your existing customer profiles

AI in sales

What it does: Assistant who schedules meetings for you

AI in sales

What it does: Sales assistant keeps you focused on top prospects

AI in sales

What it does: Advice on how to write emails tailored to your prospect

AI in sales

What it does: understand where sales are using their time and effort and identify why opportunities get stuck

Continue to improve

to infinity and beyondbuzz lightyear

Continue to improve

buzz lightyear

Thank you !

Bohdan Hnatkovskyybh@brainify.today @hnatkovskyy