Basic sales process
Now that we know the players on the team, what does scoring look like? What is the goal? What are the steps taken to achieve that goal? As part of a sales team, the goal is usually very simple: acquire revenue. This ultimately means that a prospect is about to convert themselves into a customer by signing a contract, agreeing to purchase your solution, service, or both for an agreed amount of time. This can happen through new sales, in which a company becomes a customer for the first time, which adds that new logo to your organization’s list of customers. This can also happen through a cross-sell/upsell sales cycle in which a current customer purchases more of your product/solution. For simplicity, we will describe a new sale.
The selling process varies from industry to industry, but it generally follows a common flow:
- Identify leads: An opportunity arises in which an individual or organization has a need to acquire a product or service. This entity...
