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How To Move Prospects Through The B2B Sales Cycle Effectively

Ami Dalsania August 24 2022

The B2B sales process can be complicated, and is different for every company. Prospects are often overwhelmed by the choices and don't know where to start. You can help them understand it by guiding them through your sales processes.

Sales processes help you guide a prospect from initial contact to making a purchase decision. Each stage of the sales process allows you to build trust and credibility with your prospect, making them more likely to buy from you.

 40% of salespeople find prospecting the most challenging part of the sales cycle. That said, in this blog, let's see some pretty standard prospecting tips you can use to help move prospects through the sales cycle.

6 Tips to Move Prospects Through Your Sales Cycle Faster

1. Determine what stage they're at

Sales funnels are an essential part of any B2B salesperson's toolkit. They help you understand where your prospect is in their journey, so that you know how to move them forward.

The first thing to do is figure out what stage they're at: 

  • Are they just getting started with their research? 

  • Are they ready to make a decision? 

  • Or have they already made a decision but are yet to make the purchase? 

You must understand where your prospect stands at every stage of the sales cycle because this will determine how much information and guidance you need to provide at each point along the way.

When it comes time for converting a new lead, this is crucial knowledge for both of you—it helps ensure that neither party wastes time or resources by being unclear about what kind of interaction is needed next. If all goes well and your lead turns into a prospect, an opportunity, and finally a customer. 

2. Help them understand their problem

You've got a great product. But you'll be unable to sell it if you don't first understand what problem your prospect is trying to solve.

If you want to move them through the B2B sales cycle, you need to get them to tell you their pain points and how they want to solve them. This is the discovery stage, where you get your prospects to talk to you about the issues they are experiencing.

Once you've understood their problem, it's time to put forward your solution for it. It is where you show how your product or service can help solve their problem and how much better it is than anything else out there.

Once they've seen how your solution can solve their problem, they'll want to know whether or not it's worth the price tag. This is when you show them exactly how much value this solution will provide them over time, financially and strategically.

3. Ensure that your solution addresses the prospect's problem

You might have the perfect product for your prospect, but if it doesn't solve their problem, you should consider closing this deal and finding another prospect with a better fit for your product or solution. 

You can expect B2B buyers to switch suppliers at least once every 24 months. That's why verifying that your solution fits what they need at every stage is essential. You can ask questions about their business and listen for clues about how your product could help them reach their goals.

For example, ask questions like, "What are your goals?" and "How would you like to achieve those goals?"

If they say something like, "I want to increase my revenue by 50% in the next year," that sounds like a pretty straightforward goal. You can then ask the prospect what is restricting them from reaching that goal and how you might be able to help them fill the gap.

4. Keep asking questions

If you've ever talked to someone who was "just looking" for a new solution, you know how frustrating it can be to try and convince them that you offer the best solution for them. 

These people often waste your time because they're not interested in making a purchase, but they feel obligated to talk to you anyway.

You can avoid this problem by finding out if your prospects are interested in doing business with you. Consider asking the following questions:

  • Do they have an urgent problem that needs solving?

  • Are you speaking to the right decision-makers?

  • Do they have budget constraints? 

If the answer is yes to these questions, then it's probably safe to assume that your prospect is ready for action!

5. Create a personalized experience for each prospect

76% of customers now want personalized attention from vendors tailored to specific goals and challenges. 

If they're not familiar with your company, they won't be able to connect with it on an emotional level, which makes it harder for them to trust you.

You need to create a personalized experience for each prospect by getting to know them and understanding what their goals are. For example, you can use a sales intelligence software like Slintel. With Slintel, you can access technographic insights, contract renewal information, and more, allowing you to personalize your emails effectively.

You can tailor your product or service to fit the individual's circumstances. That's how you're going to stand out from the crowd. It will also show that you are invested in your relationship with them.

6. Communicate regularly with prospect at every stage

The B2B sales cycle is long, and it can be hard to keep up with the communication needs of your prospects. But if you want to move them through the process, this is one of the most critical steps.

50% of buyers choose the vendor that responds quickly to their inquiries. You need to send emails and make phone calls, ensuring that your messages are relevant and targeted toward their needs and interests.

A great way to automate this response process is with a CRM system. Set up an account under your company name and make sure that your sales reps add questions/concerns as notes on your prospects' accounts. That way, when someone with open account contacts you for help, all their information will be easily accessible in one place. 

The lesser you wait between communications, the more likely your prospect will move on to the next level in your sales cycle.

Final Thoughts

You must consider the hows and whys to increase your prospecting efforts and consistently provide value to them. The sales cycle shows you various stages of a sale, which stage a prospect is in, and what’s next for them in the process.

Moving prospects through the sales cycle is a process. Your job isn't just to get people to buy from you. It's to help them understand their problems and offer the right solutions.