2024 ReBiz
Sales Playbook
Selling Process Overview
We divide the selling process into three phases, each with distinct step-by-step process instructions, progress stages, action steps, recommended sales assets and progress/forecast reporting.
- Opportunity Generation Phase – The process of generating interested prospects or hand raisers from marketing efforts and sales team prospecting.
- Prospect Engagement Phase – The process of qualifying, educating, and inspiring prospects, moving them to a proposal request and the Deal Phase.
- Deal Management Phase – The process of confirmation, validation & negotiation on the way to closing an opportunity.
Opportunity Generation Process
We define sales opportunities as interested prospects or hand raisers that have requested or agreed to sales contact. Generating these had raisers requires a consistent effort from both the lead generation process run by marketing and sales team prospecting..
- Lead Generation Process – A marketing led function consisting of a combination of ongoing awareness marketing and promotional campaigns supported by SDR calling efforts.
- Sales Prospecting Process -A sales team function consisting of defined sales cadences
Sales Engagement Process
Prospects that have requested or agreed to sales contact (hand raisers) are given a status of “sales ready“. These sales ready prospects are handed off to the sales team and run through the prospect engagement process. The top of the engagement funnel is kept filled buy the Opportunity Generation Process above. The Engagement Phase is the sales teams sole responsibility.
Deal Closure Process
Prospects enter the Deal Process and funnel once they have acknowledged receipt of a sales proposal. The purpose of this stage of the selling process is to increase deal close probability by leveraging proven methods..