Building an effective B2B sales process, with Liz Heiman

Help! My Business is Growing

When growing your B2B operations, having an effective sales process in place is key.

It serves as a guide for you and your clients - from the initial interest stage until you finally close the deal.

But in B2B operations your sales funnel is more complex. There are more decision-makers, longer sales cycles, and more barriers to sales such as company accreditation or procurement checklists and so on.

If you don't have an effective sales process in place, things can get chaotic really fast.

Without structure, your team gets overwhelmed, leads pile up, you might miss out on weeding the bad leads and deals start to fall through.

So how can you regain control?

What do you need to do to streamline your sales process and safeguard the growth and success of your business?

In this episode, Liz Heiman and I talk about the B2B Sales funnel and how having an effective B2B sales process can really set your business up for success.

Liz is the Sales Operating System Architect and the founder of Regarding Sales.

She guides “Ready-to-Scale” founders and CEOs to take the chaos out of sales and create a more sustainable growth strategy that strengthens the pipeline and streamlines their process to increase revenue predictably.

She speaks to entrepreneurs, CEOs, and sales leaders about taking the chaos out of sales and creating a more sustainable growth strategy that strengthens the pipeline and streamlines the process to increase revenue predictably.

We discuss: (timestamps)

03:02 - Real-world chaotic scenarios in B2B sales funnels

04:06 - The four key stages of B2B sales funnels

08:59 - The challenges of B2B sales funnel stages

12:34 - KPIs to monitor B2B sales funnel performance

15:56 - Balancing quantity vs. quality in B2B prospecting

18:58 - Addressing sales and marketing misalignment

21:12 - Optimizing your CRM setup for effective sales tracking

25:35 - The role of buyer personas

34:53 - Actionable steps to take to streamline your B2B sales processes

Resources:
Liz Heimann, CEO & Chief Sales Strategist, Regarding Sales:
https://www.regardingsales.com/
LinkedIn:
https://www.linkedin.com/in/lizheiman/

Facebook:
https://www.facebook.com/RegardingSales

Schedule a call:
https://calendly.com/regardingsales/intro

Email:
[e-mail]

Download the Free Sales Funnel PDF from Liz: https://drive.google.com/file/d/1aM8rTHzjBReD9rY4AZzG0XFSTN5MkSt9/view?usp=drive_link

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | Building an Effective B2B Sales Process
https://www.newcastlefinance.us/listen/building-an-effective-b2b-sales-process/

Chapters

1. Building an effective B2B sales process, with Liz Heiman (00:00:00)

2. Real-world chaotic scenarios in B2B sales funnels (00:03:02)

3. The four key stages of B2B sales funnels (00:04:06)

4. The challenges of B2B sales funnel stages (00:08:59)

5. KPIs to monitor B2B sales funnel performance (00:12:34)

6. Balancing quantity vs. quality in B2B prospecting (00:15:56)

7. Addressing sales and marketing misalignment (00:18:58)

8. Optimizing your CRM setup for effective sales tracking (00:21:12)

9. The role of buyer personas (00:25:35)

10. Actionable steps to take to streamline your B2B sales processes (00:34:53)