A well-executed content strategy will shorten your sales cycle by warming up leads before they ever speak to a rep. And it will improve your close rate by educating buying committees while they are considering your proposal.<\/p>\n

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Step 3 – A documented B2B Sales Process<\/h3>\n

Many B2B sales teams operate on gut instinct rather than a structured, repeatable process. Salespeople (understandably!) don\u2019t like to be caged into a detailed process.<\/p>\n

However\u2026 without a well-defined sales system, you can\u2019t optimise each step, train new salespeople, or measure bottlenecks.<\/p>\n

So, if you don\u2019t find a happy medium, your sales process will stagnate.<\/p>\n

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What a winning B2B Sales Process Looks Like:<\/h4>\n

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• A well documented process<\/strong>: The sales process should be documented step by step in detail. Only then, can you work on it at a birds-eye view, continually optimising and testing.\n

  At the same time, allow your more experienced salespeople the creativity to deviate from the process and use their instinct when they need to.<\/li>\n

• A \u201cMastermind Slide Deck\u201d, NOT a \u201csales call script\u201d<\/strong>: In B2B sales particularly, sales scripts are out! If you\u2019re speaking to B2B decision-makers, chances are they\u2019ve been through the same questions in your competitors’ sales processes. They\u2019ve probably run hundreds of sales calls themselves. Following a script, or performing a memorised script, immediately creates a wall.\n

  They will know.<\/p>\n

  Instead, connect over Zoom and screen share a high-level slide deck that guides the conversation. If you type notes in front of them as they say them, you\u2019re now creating a collaborative masterminding experience – not just a standard sales call.<\/p>\n

  The deck ensures you run a structured call and don\u2019t forget any of the important questions. At the same time, your sales process stands out as an experience, compared to all the other standard sales calls they attend.<\/li>\n

• Call Booking Strategies:<\/strong> Once a lead puts their hand up for a call, actually getting them on the call is a key bottleneck in many campaigns. A clear workflow is important. Visionary clients will incorporate meeting links, automated emails, SMS warnings, LinkedIn connection requests and more to ensure that initial call happens and they’re getting the best value possible from their ad spend<\/li>\n
• Follow-Up Sequences:<\/strong> When you have remarketing ads running, you can rest assured your deals are always being followed up automatically, in the background, professionally and unobtrusively. But, of course, personalised follow-ups are still important.\n

  At Visionary we provided a documented set of tailored follow-ups leveraging SMS, WhatsApp, phone calls, emails and LinkedIn. When it\u2019s well documented and run with the right tools it won\u2019t take long to execute and it won\u2019t annoy your prospects.<\/li>\n

• Correct attribution and data collection<\/strong>: Measuring the deal source, conversations and messaging that produce closed high-quality deals is SO important. When you\u2019re doing it right, you can continually refine your approach.\n

  When you get this wrong, your business misses out on shocking levels of business intelligence<\/li>\n<\/ul>\n

  A documented, testable process is the key to consistent, predictable sales growth that allows you to use a repeatable, efficient process, refine it, and improve it when needed.<\/p>\n

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  Step 4 – The right tools for the job<\/h3>\n

  The right tools amplify B2B sales efficiency. But too many teams are either underutilising tech or drowning in unused software. The balance is to use the best tools, but not too many of them.<\/p>\n

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  A few sales tools we implement for Visionary clients:<\/h4>\n

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  • Fireflies.AI:<\/strong> Automates call transcriptions and summaries to improve coaching and follow-ups.<\/li>\n
  • Powerful CRM Tools configured in innovative ways:<\/strong> HubSpot, Salesforce, or Pipedrive, properly configured, drive better decision-making.<\/li>\n
  • Proposal Software:<\/strong> Simplifies contract creation and accelerates deal closure. At Visionary, we\u2019ll implement software such as Practice Ignition or Proposify to improve your sales experience.<\/li>\n
  • AI Tools for sales team management:<\/strong> AI-driven insights help B2B sales managers optimise team performance.<\/li>\n<\/ul>\n

    By integrating the right tools into your process, you reduce manual work and allow reps to focus on selling.<\/p>\n

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    Step 5 – Continuous B2B Sales Process Improvement<\/h3>\n

    Even the best B2B sales processes need ongoing refinement.<\/p>\n

    The highest-performing sales teams continually evolve based on solid data.<\/p>\n

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    Here\u2019s how we make it happen:<\/h4>\n

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    • High-Value Reporting:<\/strong> We\u2019ll regularly review data every month and create reports to help you uncover bottlenecks and opportunities. But we DON’T provide the pages of distracting marketing metrics that you\u2019re used to from marketing agencies. When everyone in the team is focusing on the optimal KPIs, the sales process will naturally improve<\/li>\n
    • The Visionary \u201cNot-So-Secret Shopper\u201d:<\/strong> Once your sales process is implemented, we perform test inquiries to experience your B2B sales process firsthand. We\u2019ll go through the entire process with your team step by step, and then provide valuable feedback at the end.<\/li>\n
    • AI-Powered Call Analysis:<\/strong> Once you\u2019re logging your sales activities, conversations and communications – we use AI tools to identify trends, improvements and coaching opportunities<\/li>\n
    • Discovery Call Reviews:<\/strong> Send us your recorded Discovery Calls and we\u2019ll provide feedback and improvement points<\/li>\n<\/ul>\n

      Right now, the B2B sales tech is constantly shifting, at a million miles an hour. The only way to stay ahead is to keep testing, learning, and adapting (or bring in a team that’s already doing that for you).<\/p>\n

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      The Bottom Line: A great B2B sales process closes more deals.<\/h3>\n

      When B2B marketing generates high-quality leads, but B2B sales teams lack a modernised process to convert them, opportunities are wasted.<\/p>\n

      A structured, tech-enabled, data-driven sales process is no longer optional.<\/p>\n

      It\u2019s the difference between hitting revenue targets or falling behind competitors.<\/p>\n

      If your team is still relying on outdated tactics, the best move you can make right now is to reinvent your approach. What is the fastest way to implement a high-performance B2B sales process?<\/p>\n

      Work with experts who have a built, optimised system ready to go, out of the box.<\/p>\n","protected":false},"excerpt":{"rendered":"

      “The Visionary B2B sales process In-A-Box” In B2B, the optimal sales process has changed SO MUCH in the last few years. Many (most?) sales teams simply haven\u2019t caught up. Here\u2019s why: In just the last few years, your prospects are making 80% of their buying decision BEFORE your sales team even enters the conversation. Prospects […]<\/p>\n","protected":false},"author":1,"featured_media":12212,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[2],"tags":[],"class_list":["post-12185","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"yoast_head":"\n