Episode 32: Building Your Sales Process To Close More Deals - Part 2

In this episode of the Friends in Business podcast, hosts Ben Wright and Jemimah Ashleigh discuss how impactful outcomes are achieved by strategically structuring sales activities while remaining agile in the face of shifting market conditions. Building on themes from a previous episode (episode 31), they highlight the significance of ongoing value creation and maintaining strategic engagement with key decision-makers. Throughout the discussion, Jemimah and Ben share proven strategies for sales professionals to boost their success in closing deals. With a strong focus on structured processes and customer-centric strategies, the hosts offer a thorough roadmap for navigating the sales journey from initial lead generation through to seamless onboarding.

Key Takeaways: 

• Structuring sales processes around lead generation, meet-and-greet, quotation, closing, and post-sale account management can significantly improve business outcomes.
• Effective sales techniques include ensuring visibility among decision-makers and leveraging needs analysis to address objections and closure.
• Post-closure onboarding is crucial for ensuring customer satisfaction and encouraging repeat business, with salespeople playing a proactive role in follow-up.
• The transition from closing a deal to onboarding impacts both short-term customer experiences and long-term business growth.
• A robust follow-up strategy will address customer needs and potentially uncover opportunities for more extensive engagements.

Time Stamps: 

0:00 Intro

1:14 Episode 31 Recap

3:49 The Closing Process

6:34 Getting In Front of Decision Makers

10:00 Checking Back to the Key Needs Analysis Questions

10:54 Setting Deadlines

14:27 Structured Follow Up

15:10 Booking the Next Steps

16:27 Onboarding

19:15 The Nurturing Campaign

19:34 Weekly Silver Bullet

22:29 Outro

Be sure to stay tuned for more enlightening content from the Friends in Business podcast. If you enjoy the show, please like, share, and leave a review to support us and help others discover these valuable discussions.