B2B SALES MACHINE IN YOUR COMPANY
What is a B2B salesmachine?
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A B2B Sales Machine is a structure and (semi-automated) process that ensures a constant flow of warm, qualified prospects. This system warms up cold leads by delivering the right message at the right time.
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A sales machine is fueled by quality leads and relevant content.
Structure of a B2B sales Machine
A sales machine consists of five flows that ensure a potential customer moves from point A to point B.
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Each flow comprises a sequence of actions, also known as touchpoints:
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Outbound Flow: This flow proactively approaches cold leads through direct communication such as cold calling and emails to generate interest.
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Inbound Flow: This flow attracts prospects through valuable content such as blogs, whitepapers, and webinars, which they can find via search engines and social media.
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Nurturing Flow: This flow keeps leads warm who have shown interest previously but are not yet ready to buy, by maintaining regular contact and sending relevant information.
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Referral Flow: This flow generates new leads by encouraging satisfied customers to recommend your products or services within their network, often stimulated by referral programs.
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Prospect to Customer Flow: This flow begins when a potential customer shows interest; it is crucial to provide the right information, address objections, and close the deal.
Your customer is not ready to buy yet
Statistically, only 2 to 4% of your leads are immediately ready to make a purchase. This small group is already aware of a problem and actively seeking a quick solution.
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However, for the majority of your leads, they are either aware of a problem but lack trust, or they are completely unaware of the problem that your product or service can solve. Many may also not feel an immediate need for what you offer.
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Our system is designed to provide potential customers with the right information at the right time. First, we warm up the lead with inspiring content, then we offer small pieces of solutions to demonstrate our expertise and ability to help.
Only when there is enough trust, do we talk about our products and services.
Sales cadences
Sales cadences are a sequence of actions needed to warm up a prospect and prompt them to take action.
On average, it takes seven touchpoints before a prospect is willing to hear your story.
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This means you need to send more than one email to genuinely interest a prospect.
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It's important to align your sales efforts with your target audience to ensure every interaction is relevant.
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By following a well-planned sales cadence, you increase the chances that a prospect will respond positively and eventually become a customer.
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We create custom sales cadences for your company. This includes developing cold call scripts, email templates, and thinking about offline strategies to warm up potential customers.
Lead Generation
Leads are the fuel that keeps the sales machine running. Without a constant supply of new leads, a sales organization cannot grow or even maintain its current level of activity.
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For an effective sales machine, it is crucial to continually generate new leads.
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Depending on the size and scope of the company, typically between 50 to 500 new leads per month are needed to meet sales targets and keep the sales funnel healthy.
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Together, we will find the right tool to generate leads with relevant data:
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Company names of potential businesses
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Decision-making unit & contacts
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Contact details (email addresses, phone numbers)
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Additional data (e.g., which machines they use, etc.)