Sales Process IS the Product

At Bill Walton Sales Training we've been building client sales processes for over 15 years. Most of this work has been done out of necessity due to a lack of a validated selling model. The good news? It's all plus business for sales organizations. A validated sales process not only tells salespeople what to do and when, but it's a great compass that aligns with the buyer's journey. The key is to engage the right ideal prospects and nurture them to close with value added conversations and well-timed SME introductions. Here is a window into some of the key areas we examine in this process:

1. Define Your Ideal Client Type

• Demographics (age, gender, income, etc.)
• Psychographics (interests, values, behaviors)
• Firmographics (industry, organization type, size, strategy, likely buyer personas)

2. Understand How Your Product or Service is Purchased

• Decision Makers/Influencers/Demand Units 
• Procurement

3. Align Sales Process to Sales Strategy

• B2B Sales (Business to client): Selling directly to other businesses.
• B2I Sales (Business to Intermediary): Selling to distribution partners. 

4. Map the Inflection Points of the Sale

We break sales processes down into distinct stages with their own set of winning behaviors. A common flow in the professional services  sale often looks like this:

• Lead Generation/Qualification: Identifying potential leads agains an ICP, demographics and filmographies
• Research and Prioritization: Creating a list of prospects that "fit the bill"
• Outreach: Leveraging all platforms to "sell the first meeting" to your warm doors list
• Discovery: Validating and affirming prospects while linking need to your solution
• Solution Review: Reviewing the solution against the backdrop of the prospect's spoken words and ideal scene
• Proposal/Quote: Creating and reviewing proposals with prospect feedback to ensure early buy in. 
• Close and activate: Addressing concerns or objections and executing flawlessly for quick wins

5. Train and Reinforce

• BWST trains to the process with pre-work, in class facilitation and post-training deal coaching
• CRM Software: Link your CRM to the prospect journey with key milestones
• Deal coaching: BWST engaged in live pipeline coaching that encourages sales teams to coaching one another on next steps

For more information or to get started on your selling model journey, send Bill Walton a message at bwalton@billwaltonsalestraining.com or text (917) 430-3271.