A well developed, well managed sales cycle is critical to the health of any business. It gives you clear visibility of what deals you have at each stage of the process – and where the hold ups are. Identifying the key steps and stages of sales cycle according to your product can really help you to improve sales efficiency and help you or your salespeople sell more. So where should you start? During this 45 min. workshop, Clarissa from Teamleader CRM will share with you hands-on advices to set-up efficiently your sales cycle: - How to structure your sales cycle according to your business - Ramping your sales - Tips & tricks to optimise your salesflow - How to choose the right tools for your business - Examples of sales funnels

1. TIPS & TRICKS TO OPTIMIZE YOUR SALES CYCLE
BY CLARISSA STEINHÖFEL, EVANGELIST AT TEAMLEADER

2. TheFamily
code: lamifasisi
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TIPS & TRICKS TO OPTIMIZE YOUR SALES CYCLE
CLARISSA STEINHÖFEL
EVANGELIST
AT TEAMLEADER

5. Structuring your sales cycle
Finding a sales process that works
for your business

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All-in-one
★ CRM
★ project management
★ invoicing
—> stay organized
—> build better relationships
—> collaborate

7. Why? What? How?
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Backbone = supports organizational scale
Enables accurate forecasting
Allows sales & marketing to work together constructively
Facilitates fast root-cause analysis

8. Step 1: Understanding your business
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Where and how do I get my leads? (touchpoints)
Who are my leads / what are the different buying personas?
How do I register my leads?
What are my goals?
Which skill sets / sales personas do I have/need in my team?

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Step 2: Setting up a sales process
Sales funnel
closing customer
Customer journey
upselling, retention, success
LEAD —> QUALIFICATION —> NEGOTIATION —> OFFER —> WON / LOST
—> HAPPY CUSTOMER
CONSIDER SCALABILITY
FROM THE BEGINNING!
TIP
+ = Sales process

10. Step 2: Setting up a sales process
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Implement tools Define a set of rules
CRM
Project management
Invoicing
Ticketing
Scenarios
Roles & responsibilities
Automate when possible

11. Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing
automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail Virtual
Planned,
long call
B. Follow-up, advice
and illustrate
A. Virtual demo
in-depth
B. Face to face
A. Webinars B. Touchless C. Blog
D. Face
to face
Intuo
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12. In a nutshell
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Understand your business!
Set up sales funnel + customer journey
Implement tools
Define rules

13. Tweaking your sales process
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What are the most common objections?
Which buyer persona has the highest potential?
What’s my ideal sales cycle duration?
Where are the bottlenecks?
How can I optimize the process for my team
AND
for my customers?

14. Tweaking your sales process
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1. Evaluate
3. Iterate
2. Calculate
reporting
data analysis
optimization, automation

15. Analyse your lead management
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How many leads came in?
How many lost?
How long did it take to close?
Which phase of the pipeline is the lead in?
What is the value in euros?
How many… leads / mails / conversions?
What are the pending actions?
TIP
VISUALIZE YOUR
CUSTOMER
JOURNEY!

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26. clarissa@teamleader.eu

27. SEE YOU SOON!
LOVE.
THEFAMILY.CO