Sales Process→Match Signal to Value

Summary:

• Create customizable playbooks to improve the sales process
• Focus on creating relevant value propositions for customers
• Building B2B relationships requires ongoing effort through various activities, not just one-off interactions
• Focus on important activities and opportunities, not just building brand awareness
• Use marketing automation for customer conversion, but avoid being pushy
• Treat potential customers as individuals with unique interests and problems
• Understand the concept of needs and build trust in sales
• Use a templated approach to sales and focus on earning credibility and driving urgency to avoid inaction
• Build rapport with customers and act before May to avoid losing opportunities
• When solving a problem, understand the reason behind it and consider multiple solutions
• Follow a winning sales process and define stages or steps for customers
• Create a customizable automation playbook with buttons to execute certain steps
• Use templates for activities and stages to help with prospecting and qualification
• Create clear and incremental steps to establish trust with prospects
• Provide incremental value and always seek to help to establish trust with prospects
• Define sales steps that make sense and current activities for account planning

Action Points:

• Create a commercial playbook table where different approaches can be defined for each stage of a go-to-market strategy to help build an account plan
• Create a table for buyer stages
• Create a minimum viable process for growth foundation and personalized playbooks needed for individual cases
• Make it practical to create follow-up pages or any other platbooks