"BEE-to-BEE" SALES FUNNEL

A process to convert “SWEET” Sales Opportunities for B2Bs

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1. LEADS (PROSPECTS)

Tips to know your potential clients front and back

Make a profile
of your leads
Understand their
preferences

Inform them with:

  • Blog posts
  • Social media posts, videos
  • Whitepaper
  • Follow-up emails

2. Qualified Prospects

Leads responded to within 5 minutes

100X
more likely to be
contacted
21X
more likely to be
qualified [1]

Inform them with:

  • Educational resources
  • Downloadable software & online tools
  • Case studies & customer stories
  • Audio

3. Committed

3 ways of asking for a commitment:

Direct: “Would you like to move forward with this?” Assumptive: “Can we start you on the 15th?” Choice: “Would you prefer to set a follow-up meeting for Monday morning or Tuesday afternoon?”

Inform them with:

  • Interactive Content
  • Customer Testimonials
  • Comparion Sheets
  • Webinars, Events

4. TRANSACTED

26%
The rise of mobile
wallets: Amazon Pay,
Apple Pay
94%
Credit cards reign
supreme for the
online channel[2]
51% Checks
53% Terms
50%
Purchase
Orders

Inform them with:

  • Pricing Guides
  • Discounts & coupons
  • Payment Terms and Condition

5. Closed (Won or Lost)

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Reference:

1. Lead Response Management. (2018). THE LEAD RESPONSE MANAGEMENT STUDY OVERVIEW.

2. Big Commerce. (2018). 2018 B2B ECOMMERCE REPORT.

3. MaRs Libabry. (2014). Stages of the sales funnel.

4. Suzie B. (2018). The 7 must-have sales stages in CRM.

5. Bazar C. (2015). 35 CRUCIAL STATS EVERY B2B SALES PROFESSIONAL SHOULD KNOW.

6. JOHANNA R. (2016). Understanding the Stages of Your Sales Funnel.