Sales Processes that Convert Inbound B2B Leads
Defined sales processes are even more important in generating sales for small businesses because resources are so often limited. Having a sales process for inbound leads will help you leverage the people and time that you have available to you.
Many small B2B businesses begin with no sales team other than the business owner, usually relying 100% on their personal network to generate warm leads.
At some point you’ll likely begin marketing or some other activity that generates additional inquiries, or inbound leads.
What do you do with these inbound leads and warm referrals from your network? If you have a defined process you’ll convert more leads into actual clients, even if you’re pulled in twenty directions at once.
How to Increase B2B Sales With an Inbound Sales Process
Prepare your proposal and send it off. Track the details somewhere, and yes, an Excel spreadsheet can work just as well as a fancy CRM.
If, for some reason you don’t close the prospect at this point, agree on a time to follow up with the prospect and schedule it.
You’ll want to follow up until the prospect indicates he/she is no longer interested and/or is a better candidate for your nurture process. You’d be amazed at how long some sales cycles can take – I’ve heard of a contract being signed from a referral that had occurred three years prior!
Stay Tuned Next Week – sales processes for outbound sales.
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