The complete guide to building a Sales Process with Ignyto

As Sales managers, we may not possess the innate skills of cartographers. However, we must attempt to map out our sales process with the utmost clarity. Sales journeys rarely adhere to a predictable, linear path; rather, they consist of twists, turns, deviations and detours.

To navigate this ever-changing landscape, our sales process should function more like a reliable compass than a rigid map. By providing our Sales team with a clear and well-defined direction, we empower them to adapt, take the lead and build strong and trusting relationships with customers.

As a Platinum Salesforce Partner, we’ve helped countless businesses build and optimise their sales processes. In this blog post, we’ll discuss the main elements of the sales process and share some tips for creating one that works for your team.

Breaking down the sales process

This is going to be different depending on your business and your industry, but there are generally four elements involved:

• Research
• Prospecting
• Sales calls and close
• Ongoing relationships

Building a sales process with Ignyto

Research.

It sounds basic, but it is vital to understand what you are selling and who you’re selling to. 81% of sales reps believe buyers are becoming more proactive with their research before even picking up the phone. That’s why it’s crucial to have a solid foundation of knowledge in place. Encourage your teams to dive deep and learn as much as possible about your products, services, and, most importantly, your customers. You’ll be laying the groundwork for building robust and lasting relationships by demonstrating that you understand a customer’s pain points and are willing to learn even more.

Quick Tips

• Start by defining your target market. Who are you trying to sell to? What are their needs and pain points?
• Research your competition. What are they doing well? What could they be doing better?
• Learn as much as you can about your product or service. What makes it unique? What benefits does it offer?

Prospecting:

There’s a wealth of sources for finding new leads, from referrals to inbound marketing and conferences to vibrant communities and events. It’s about more than where to find those prospects but how to approach them. Give your team guidance on how to qualify leads, craft a stellar go-to-market strategy, and masterfully manage the entire process. A CRM (Customer Relationship Management) like Salesforce will give you a suite of tools that can help you manage your sales process from start to finish. This includes lead management, opportunity management, contact management, and reporting features.

Quick Tips

• Identify your ideal customer. What are their characteristics? Where do they hang out?
• Find ways to reach your perfect customer. This could include online marketing, cold calling, or networking.
• Qualify your leads. Are they a good fit for your product or service? Are they ready to buy?

Sales calls and close

Sales calls are when it’s time to pitch the product. Each should be tailored to the prospect and focus on solutions instead of product features. It can be helpful to sit down before a sales call and focus on any potential objections so that these can be easily overcome. While following up with customers is essential, give them time and space to decide.

Quick Tips

• Be prepared. Do your research and know your product inside and out.
• Be clear and concise. Get to the point, and don’t waste your prospect’s time.
• Focus on the customer’s needs. What are they looking for? How can your product or service help them?

Ongoing relationships.

80% of sales reps say maintaining customer relationships after the close is essential. While there may be opportunities for cross-selling and upselling, these must be personalised to the customer. Please take what you have learned from your sales process to tailor your outreach based on those insights to ensure customers continue to feel heard and understood.

Quick Tips

• Stay in touch with your customers. Ask for feedback, share relevant upcoming events or resources that will add value for them.
• Arrange Check-ins – Arrange a check-in with the customer to understand their current needs, offer health checks to find relevant and valuable opportunities for upgrades or cross-sell

At Ignyto we can help you establish a robust sales process and ensure that every step is optimised to give you the best possible chance of success.