A Land & Expand Reading Program for B2B Sales (from Commoncog):
- Tape Sucks (narrative)
- SPIN Selling (tree)
- The Challenger Sale (branch)
- Predictable Revenue (tree)
- The Sales Acceleration Formula (tree)
- From Impossible to Inevitable (tree)
Example sales process
- Lead stage: A pipeline of prospective customers to target.
- Qualification stage: Determine if prospect is qualified through a discovery call and schedule next steps.
- Demo stage: Demonstrate your solution to decision makers and confirm their interest and ask for their business.
- Proposal stage: Find and reach the win-win.
- Negotiation stage: Get the contract signed.
- Qualification: Anyone who sends you an email or calls you or shows any interest at all in working with you.
- Qualified: There is a real project you’re going after.
- Proposal: You discuss the opportunity with the client to the point of putting a proposal on the table.
- Shortlisted: The client liked your proposal and has follow-up questions, points to negotiate on.
- Contracts: You’re into the nitty gritty of getting signatures.
- Signed: You’re off to the races.
Milestone-based sales cycle stages
- Lead stage: A pipeline of prospective buyers to target.
- Need established: Buyer a has problem for which they are seeking a solution
- BANT verified: Buyer has not only a verified need, but budget, authority to spend it, and a timeframe for purchasing a solution.
- Deep dive completed: Buyer has completed a deep dive to fully explain the problem and answer questions about it.
- Solution fit confirmed: Buyer believes our product can basically solve their problem.
- Vendor of choice: Buyer believes our product is the best choice of solution to the problem.
- Redline: Buyer’s legal team has reviewed contract and submitted a turn of redline markup.
- Contracted: Buyer has completed the contract and other required paperwork.
BANT stands for Budget, Authority, Need and Timeline.
- Sell yourself, Sell Your Work
- Are You Too Scared to Sell Yourself?
- We Don’t Sell Saddles Here
- Two Words
- Sell Your By-products
- Sorry, But Demo Is Not A Sales Cycle Stage
- Don’t sell the design. Sell the business impact
- Selling to the Enterprise: Be Enterprise-Ready
- Selling to the Enterprise: Crafting Product Narratives
- UX copy sells
- How to sell a B2B product
- How to Sell guide
- Predictable Revenue
- Balderton: Founders Guide to B2B sales
- Can You Solution Sell without Selling Solutions?
- Selling to the Enterprise: Challenging SaaS Incumbents