Optimizing Your B2B Sales Processes

Author

Marguerite Inscoe: Consultant & Fractional CMO

If you want to close more deals and speed up the sales cycle, don’t pump up the volume of leads until you’ve optimized your processes. Otherwise, leads you should be able to close can leak out of the funnel.

Other reasons for optimizing what you do in sales:

• Clarify undocumented or informal processes and activities (best practices and hang-ups)
• It has not been formally evaluated in a while and business objectives have changed
• Need to train new sales staff
• Reduce inconsistencies among sales staff

In this video are my recommendations for establishing or reviewing the stages in your sales process. I recommend formalizing it in a spreadsheet before updating the CRM and associated systems.

Visit my profile to access my "Frameworks for B2B Sales and Marketing" ebook. It's referenced in the video as the starting point for outlining your processes.

Think I left an important tip out? Please share in the comment section.