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How to automate B2B sales

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1) The document discusses how to automate a B2B sales process through 5 steps: defining the customer buying process, sales stages, targeted outcomes for each stage, required actions for each stage, and tools needed for each stage. 2) Key aspects of the sales process include understanding the customer's perspective through their "jobs" at each stage as well as defining sales stages that match the customer buying process. 3) Tools mentioned that can help automate parts of the sales process include prewritten emails, sales presentations, ROI calculations, content like blogs and whitepapers, and CRM systems to track opportunities and automate some communications.

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How to automate B2B Sales Bohdan hnatkovskyy, 
 Ceo at Brainify
Bohdan Thiel Foundation sales geek
What is a sales process ? sales process is a typical
 series of predictable events 
 to sell a product or a service definition 🚀
What is a sales process ? Sales Process vary among
 Different companies, 
 products or services.
the profit you get from it Bigger Deals Less TIME Higher Conversion 💰 ⏱ 🎯
problem - it’s never get constant … It’s a mess that gets clear,
 when you learn and develop it
… BUT you could automate it Things you could design,
 you could replicate things you could replicate, you could automate someone from toyota 📝
How to … Step 1 DEFINE A CUstomer buying process Desire Action Need Recognition information
 search Evaluation
 of choises Purchase Purchase Attention Interest Need Awareness Consideration Decision
How to … Step 2 DEFINE Sales stages Product
 1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order solution
 1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment
How to … Step 3 DEFINE the objective
 and targeted outcome 📋💳 💸
How to … Step 4 DEFINE actions for each stage 📲📩 🏌
How to … Step 5 DEFINE tools for each stage Sales
 1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
 analysis 6. pre/post deal timelines 7. Case studies Marketing 
 1. Automated emails
 for new leads 2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
Opportunity conversion
 process

How we do it Scoring Blog articles (Awareness) Whitepapers, research, ebooks, webinars (education) Manuals, FAQ, Workshops (onboarding) Case studies, sales presentations (selection) Lead generation team SALES team Customer Success team filtering QUalification training & onboarding
Step 1: Customer buying process THink through the buying process and the main decision points from your customer point of view.
 
 involve your sales team. Call you customers. PurchaseNeed Awareness Consideration Decision
Step 1: Customer buying process Need Recognition information
 search Evaluation
 of choises Purchase What your customers jobs are?
 
 DEFINE SOCIAL JOBS (HOW OTHERS SEE YOUR CUSTOMER?)
 DEFINE emotional jobs (WHAT customer feels?) DEFINE functional jobs (waht need to be done?)
Step 2: Sales stages Define sales stages, that matches your customers buying process. Make sure to discuss them in your organization.
Step 2: Sales stages 
 1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order Example 1. PRODUCT 💣
Step 2: Sales stages 
 1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment Example 2. solution 📦
Step 2: Sales stages 0.1 GENERATE LEADS 0.2 BUILD INTEREST
 0.3 MQL
 0.4 SQL 1. QALIFIED 2. SOLUTION DEFINITION 3. PROPOSAL 4. SHORTLIST 5. PROJECT CONFIRMED 6. NEGOTIATION 7. CONTRACT Example 3. SERVICE 🛠
Step 3: TARGETED OUTCOME 📋💳 💸 WHAT IS THE GOAL OF EACH STAGE? WHAT YOUR SALES PERSON NEED TO ACHEIVE?
Step 4: ACTIONS 📲📩 🏌 Define actions that are important to move to the next stage and to reach needed outcome.
Step 5: tools What tools need to be available for you to reach targeted outcome?
 
 Great tools will speed up the process.
Step 5: tools Sales
 1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
 analysis 6. pre/post deal timelines 7. Case studies Marketing 
 1. Automated emails
 for new leads 2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
Tools example 1 Automaded emails for new leads and follow ups and warm cold emails or any other CRM
Tools example 2 Content is everywhere AWARENESs EDUCATION SELECTION TRAINING
Tools example 3 ACQISITION and engagement or any other CRM
Tools example 4 CRM is a king. Automate it or any other CRM
AI in sales What it does: Generates leads based on your existing customer profiles
AI in sales What it does: Assistant who schedules meetings for you
AI in sales What it does: Sales assistant keeps you focused 
 on top prospects
AI in sales What it does: Advice on how to write emails tailored to your prospect
AI in sales What it does: understand where sales are using their time and effort and identify why opportunities get stuck
Continue to improve to infinity and beyond buzz lightyear
Continue to improve buzz lightyear Thank you ! Bohdan Hnatkovskyy
 bh@brainify.today
 @hnatkovskyy

More Related Content

How to automate B2B sales

  • 1. How to automate B2B Sales Bohdan hnatkovskyy, 
 Ceo at Brainify
  • 3. What is a sales process ? sales process is a typical
 series of predictable events 
 to sell a product or a service definition 🚀
  • 4. What is a sales process ? Sales Process vary among
 Different companies, 
 products or services.
  • 5. the profit you get from it Bigger Deals Less TIME Higher Conversion 💰 ⏱ 🎯
  • 6. problem - it’s never get constant … It’s a mess that gets clear,
 when you learn and develop it
  • 7. … BUT you could automate it Things you could design,
 you could replicate things you could replicate, you could automate someone from toyota 📝
  • 8. How to … Step 1 DEFINE A CUstomer buying process Desire Action Need Recognition information
 search Evaluation
 of choises Purchase Purchase Attention Interest Need Awareness Consideration Decision
  • 9. How to … Step 2 DEFINE Sales stages Product
 1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order solution
 1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment
  • 10. How to … Step 3 DEFINE the objective
 and targeted outcome 📋💳 💸
  • 11. How to … Step 4 DEFINE actions for each stage 📲📩 🏌
  • 12. How to … Step 5 DEFINE tools for each stage Sales
 1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
 analysis 6. pre/post deal timelines 7. Case studies Marketing 
 1. Automated emails
 for new leads 2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
  • 14. How we do it Scoring Blog articles (Awareness) Whitepapers, research, ebooks, webinars (education) Manuals, FAQ, Workshops (onboarding) Case studies, sales presentations (selection) Lead generation team SALES team Customer Success team filtering QUalification training & onboarding
  • 15. Step 1: Customer buying process THink through the buying process and the main decision points from your customer point of view.
 
 involve your sales team. Call you customers. PurchaseNeed Awareness Consideration Decision
  • 16. Step 1: Customer buying process Need Recognition information
 search Evaluation
 of choises Purchase What your customers jobs are?
 
 DEFINE SOCIAL JOBS (HOW OTHERS SEE YOUR CUSTOMER?)
 DEFINE emotional jobs (WHAT customer feels?) DEFINE functional jobs (waht need to be done?)
  • 17. Step 2: Sales stages Define sales stages, that matches your customers buying process. Make sure to discuss them in your organization.
  • 18. Step 2: Sales stages 
 1. Research 2. intro 3. presentation 4. demo 5. trial 6. approval 7. order Example 1. PRODUCT 💣
  • 19. Step 2: Sales stages 
 1. suspect 2. un-qualified 3. qualified lead 4. strong interest 5. select solution 6. contract 7. deployment Example 2. solution 📦
  • 20. Step 2: Sales stages 0.1 GENERATE LEADS 0.2 BUILD INTEREST
 0.3 MQL
 0.4 SQL 1. QALIFIED 2. SOLUTION DEFINITION 3. PROPOSAL 4. SHORTLIST 5. PROJECT CONFIRMED 6. NEGOTIATION 7. CONTRACT Example 3. SERVICE 🛠
  • 21. Step 3: TARGETED OUTCOME 📋💳 💸 WHAT IS THE GOAL OF EACH STAGE? WHAT YOUR SALES PERSON NEED TO ACHEIVE?
  • 22. Step 4: ACTIONS 📲📩 🏌 Define actions that are important to move to the next stage and to reach needed outcome.
  • 23. Step 5: tools What tools need to be available for you to reach targeted outcome?
 
 Great tools will speed up the process.
  • 24. Step 5: tools Sales
 1. Prewritten emails 2. Sales presentations 3. conv. timelines 4. ROI calculations 5. competitive
 analysis 6. pre/post deal timelines 7. Case studies Marketing 
 1. Automated emails
 for new leads 2. blogs and articles 3. infographics 4. Slideshare pres. 5. ad campaigns 6. whitepapers 7. website
  • 25. Tools example 1 Automaded emails for new leads and follow ups and warm cold emails or any other CRM
  • 26. Tools example 2 Content is everywhere AWARENESs EDUCATION SELECTION TRAINING
  • 27. Tools example 3 ACQISITION and engagement or any other CRM
  • 28. Tools example 4 CRM is a king. Automate it or any other CRM
  • 29. AI in sales What it does: Generates leads based on your existing customer profiles
  • 30. AI in sales What it does: Assistant who schedules meetings for you
  • 31. AI in sales What it does: Sales assistant keeps you focused 
 on top prospects
  • 32. AI in sales What it does: Advice on how to write emails tailored to your prospect
  • 33. AI in sales What it does: understand where sales are using their time and effort and identify why opportunities get stuck
  • 34. Continue to improve to infinity and beyond buzz lightyear
  • 35. Continue to improve buzz lightyear Thank you ! Bohdan Hnatkovskyy
 bh@brainify.today
 @hnatkovskyy