Sales is a science more than an art.
Updated: Sep 16, 2020
Top complaints I hear from #fintech CEOs:
"The sales cycle takes forever."
"Our lead gen process isn't working."
"Almost all our deals go stale."
This is often followed up with a sidebar comment that they hired a great salesperson, or two or three, but they're terrible.
I almost always respond with the same ask, tell me your sales process and I'll help you figure out where you need help. At best, I get sales stages from their CRM or a 50-page document; I've yet to talk with a CEO who can give me a one-page primer that helps the salesperson navigate the internal environment and steer the prospective client. So, I thought I'd share my generic B2B Sales Process.
It's worthwhile to note that this is a generic process, you need to personalize it to your business, your products, and your target market segments. I also recommend you mirror your process with your CRM to appropriately track duration and completed activities.
My two cents, you owe your salespeople a sales process primer if you want predictable sales forecasting. It will help you figure out the root cause of your delays.
Feel free to reach out to me at firstname.lastname@example.org for an editable template or if you desire a more detailed explanation of any line items.