Estratégia de vendas

16 modelos de processos de vendas para pipelines B2B

Que fases do processo de vendas são adequadas para si?

Um processo de vendas bem sucedido depende de ter as fases certas para a sua forma de vender. Quer esteja a construir a sua primeira reserva de vendas do zero ou queira rever um processo existente, estes modelos de processos de vendas dar-lhe-ão um excelente ponto de partida.

Descarregue este PDF de 28 páginas para ver as nossas etapas recomendadas para uma variedade de modelos de vendas B2B comuns, incluindo...

  • Vendas de saída
  • Vendas de entrada
  • Enterprise vendas
  • Vendas baseadas em contas
  • Vendas centradas na equipa
  • Vendas baseadas em relações
  • Sucesso do cliente

...e muito mais. Descarregue hoje a nossa coleção de modelos de processos de vendas!

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Perguntas mais frequentes

O que é um processo de vendas?

Your sales process is the steps your sales team takes to convert leads into loyal customers. The exact stages and tasks included vary from business to business, but a B2B sales process typically includes stages such as prospecting, qualifying, pitching, objection handling, closing, and follow-up. 

Why create a structured sales process?

Formalizing and documenting your sales process is essential for organizing and optimizing your sales team’s efforts. Creating a structured B2B sales process offers benefits such as:

  • Improved focus: Without a structured sales process, it’s more difficult for your team to determine what to focus on, leading to disorganization and making it difficult to keep track of what’s happening with your sales efforts. A structured process keeps your team organized and on the same page.
  • Increased efficiency: With a well-defined process, your sales team can spend less time deciding what to work on and more time getting results. You can also more easily decide which leads to focus on and which strategies are working best.
  • Streamlined results tracking: When your deals all follow a similar process, it’s much easier to track your effectiveness at each stage. This enables you to gradually optimize your process and improve your results.
  • Simplified onboarding: A documented sales process makes it easier for new sales reps to onboard and start driving results more quickly.

How does the B2B sales process differ from B2C?

The B2B sales process is often longer than the B2C sales process, includes more stakeholders, and involves larger deals. These factors make it even more important to establish a structured B2B sales process.

What should you include in your B2B sales process?

The B2B sales process often includes stages such as prospecting, qualifying, prospect research, pitching, objection handling, closing, and follow-up. However, you should always evaluate your needs and goals and customize your process to them. A B2B sales process template can help you to identify the stages and tasks to include in your unique sales process.

How should you build your sales process?

To build your unique sales process, follow these steps:

  • Document your current sales process: Even if you haven’t yet documented your process, your sales team has a process they follow. Talk with your sales team and note the steps they’re currently using. Define the stages and the tasks included in each stage. Our B2B sales process template can help you to identify the stages and tasks in your current process.
  • Evaluate your current process: Next, assess your current process and determine which stages and tasks are working well and which are not.
  • Refine your process: Adjust your process as needed. You can use our B2B sales process templates for inspiration on new stages or tasks to include in your process.
  • Continually track your results and optimize: Implement your new sales process and track your results over time. If you find areas that need improvement, make an adjustment. Defining your sales process is a continual process, and your sales process will evolve over time.

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