It is a useful and effective way to know where your prospects are during your process of convincing them to make a favorable decision, as well as being useful for activating actions based on the data you observe.
A B2B sales funnel requires collaborative work between the Sales and Marketing teams .
The Sales team, based on their experience and knowledge of customers, must guide Marketing in developing the Buyer Persona , a fictitious representation of your ideal customer.
Marketing focuses on obtaining records and qualifying them (leads) to leave the best prospects for Sales.
Commercial visit phases
What is the B2B sales funnel?
Unlike the B2C sales funnel (aimed at the end consumer) in gambling data usa which the funnel is completed in just 3 steps ( I'm attracted to it, I'm interested, I want it... and I buy it), in the B2B environment the process is somewhat longer .
B2B Sales Funnel The 6 Necessary Steps 1
Professional clients or companies generally have more diverse, complex and detailed needs , the resolution of which requires much more work on our part. For example: the digitalization of their catalog and the automation of the sales process of their sellers.
The 6 steps of the B2B sales funnel with examples.
While the traditional sales funnel (for a B2C environment) has only 3 or 4 steps, the B2B sales funnel extends to 6 steps from the initial attraction to the signing of the order.
Below we list the 6 steps or stages of the B2B sales funnel:
1st step of the B2B sales funnel - Attraction:
Professionals and companies need solutions, but they still don't know exactly which ones . For example, potential inaCátalog customers are looking to digitize and automate their sales to boost them, but they are unaware of all the means that exist to do so.
It is essential to put yourself in the shoes of professionals and companies to identify their problems and priorities in detail. In our example, we know that many companies still take orders using Excel files and do not send them to the central office until the end of their working day (with the inconveniences and loss of time that this entails).
With this information, we show you the convenience of placing and sending orders to your ERP from a tablet app immediately. Therefore, we can see the huge difference that you can make with it .
B2B Sales Funnel The 6 Necessary Steps 2
Step 2 of the B2B sales funnel - Research:
Once they have been attracted by our solution and if what we show them generates trust, professionals and companies will show more and more interest in investigating us and getting to know us better.
Earning their trust is proportional to the qualified information you give them . For example, we offer them information based on real data, such as that 71% of our clients multiply their sales in just 3 months .
Also success stories that validate that information.
Step 3 of the B2B Sales Funnel - Consideration:
In this step, and unlike in the B2C environment, the professional shares his research with the rest of the team. B2B purchasing decisions are usually strategic, so they are never made unilaterally .
As they consider your solution, they compare it to other solutions on the market, including those of your competitors. You can call them to action, for example, by downloading an eBook or, preferably, by inducing them to book a personal meeting with you.
Step 4 of the B2B sales funnel - Intent:
Once you have your first meeting, you both share interests . It is very important to structure it around key topics for both of you. For example, a few initial minutes of listening to the professional before showing the tool that solves the problem.
It is very difficult to explain everything in one meeting, so it is advisable to schedule a second one soon . The professional already knows you and has learned about your product or service, now you can follow up through emails and send complementary material that reinforces the message without overwhelming him .
5th step of the B2B sales funnel - Evaluation:
At this stage , the professional or company evaluates with the rest of their team what decision to make. They will evaluate everything they know about you and how you differ from the competition .
How you've built your brand, what audiovisual content you're using, how your sales team operates... everything is key to ultimately deciding between YES or NO.
