B2B sales lead to cash

B2B $ales

Lead to Cash

By: Amir NikKhah

BUYER JOURNEY

Buyer Journey

The buyer’s journey is the process buyers

go through to become aware of, evaluate,

and purchase a new product or service

Buyer Journey

Awareness Stage

Buyers realize they have a problem.

Buyers identify their challenge or an opportunity they want to pursue.

Buyer Journey

Consideration Stage

Buyers have clearly defined the goal or challenge.

Buyers evaluate the different approaches or methods availableto pursue the goal or solve their challenge.

Buyer Journey

Decision Stage

Buyers have already decided on a solution category.

Buyers decide on the one that best meets their needs.

The list of specific offerings

L2C

LEAD TO CASH

Sales Negotiation

Contract Management

Order Fulfillment Cash Customer

Care

Marketing Activities

Lead Generation

Contact Management

Interaction Scenario

Quotation &Proposal

Lead

A lead, in a marketing context, is a potential sales contact.

An individual or organization that expresses an interest in your

products.

Strangers

Leads

Customers

Promoters

Referral

Website

Email

Advertising

Social Media

NewsletterPress Release

Phone

Content

Direct Mail

Other Marketing

Tools

Lead Generation

360° View of The Lead

Future

PresentPast

Lead Data Collection

Real-Time Behaviors

Attraction Source

Needs & Wants

Business Type

Work Experience

Credibility

PII

Capital Power

Interaction Scenario

What are your sales goals?

What are your competitive advantages?

What are your limitations?

What the lead wants?

What the lead needs?

What are the lead’s questions?

What is your Plan B?

QUOTATION & PROPOSAL

A client asking for a quotation is asking: how much will you charge me for such product or service?

That means: "I know what I need, just gimme your price".

A client asking for a proposal is saying: I have this problem, suggest me the best solution and tell me how much it will cost.

TO BE CONTINUED…

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