The Sales Process

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10 Years ago, I achieved my $11M USD annual sales quota for B2B. 5 tips on how I did it. A thread.

This is part of the 12 systems to scale your business series. To learn more, check here: twitter.com/luqmanshantal/status/1529966208036003852?s=20&t=G7N07IvEMioOUL5yt8lBuQ

1. Understand customer needs and buying centers We had a target account and sales readiness process that we follow for lead scoring. We needed to make sure we are spending our effort on the right leads.

2. Create sales plan (Unweighted pipeline) It consisted of all leads that I need to convert to reach my target. My record conversion ratio was 0.75. So my leads needed to be at least $15M USD.

3. Update your sales forecast (Weighted pipeline) Forecast report was generated from CRM system on 5th, 15th and 25th every month. We reviewed it in our weekly sales meeting with proactive actions. A good range between forecast and plan is +25% to -10%.

4. Talk with decision makers We used frameworks to make sure we talk to the buying center stakeholders with authority to make sure the need and urgency are properly articulated so that money can be allocated. ANUM. 1. Authority 2. Need 3. Urgency 4. Money

5. Use whiteboard to quantify ROI I closed many deals this way. Especially in international environment. In one case, I spoke English in a meeting, my customers were replying in French and Portuguese! The deal was only closed when I used the whiteboard to quantify ROI.

What about you? What are your top tips?

Want more? Here are the top threads on this topic below, mention your sales accounts to follow or threads.

1. Seven sales tactics to become a world-class closer twitter.com/barrettjoneill/status/1535242167173644288

2. Cognitive biases and heuristics (AKA the stuff that drives *your customers* to buy) twitter.com/KateBour/status/1478792178726019073?s=20&t=I6pshvPSKlDKG4z5HTvEog

3. What is your customer’s ideal outcome? How can you position your offer to sell that instead? twitter.com/Shane___Martin/status/1517880305671045120?s=20&t=gRjDsDnXtlu-QrrnJGGa4A

4. Number 1 mistake in sales. twitter.com/ChristineCarril/status/1519686902705754113?s=20&t=ER0JTtHJj_T4T_t431UtSw

5. No pain, no sale. twitter.com/wes_kao/status/1443665094177697796

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