"Focusing on These Four Areas Can Enhance B2B Global Sales and Business Development"

Four key areas of focus for improving B2B Global Sales and Business Development

As a business owner, you're constantly looking for ways to improve sales and increase overall business growth. This is especially true in the B2B space, where the competition is often intense and the buying process can be long and complex. However, by following a "deep-dive", "inside-out" process, you can close more deals at higher value and improve your sales-ROI. In this blog post, we'll explore four key areas of focus for improving B2B sales and business development.

1. Sales Process Design & Implementation

The first step to improving your B2B sales process is to conduct a deep dive and analysis of your current sales process and organization. By doing so, you can identify areas that need improvement and focus on becoming better at closing more deals at higher value. This can be achieved through activity-driven internal sales workshops that are tailored to your organization. Workshops should include customized content, worksheets, and role-plays to help sales teams develop their skills. Additionally, customer-specific coaching and mentoring can be provided to help sales teams improve their processes and role clarity.

2. Sales Management

To improve sales-ROI, it's important to focus on sales management. This can be achieved through market study, business growth strategy, new market opportunities and penetration, and granular business plans. Additionally, sales process design and re-design can be implemented to further improve sales-ROI.

3. Sales & Strategy

The focus here is to set up and groom your sales function. This includes processes, tools, engagement content, performance metrics, and pipeline health. Direct customer engagements can also be valuable in order to understand the mindset, context, and lay of the land of your target audience.

4. End-to-End Sales Transformation

Finally, an end-to-end sales transformation can help you focus on high-impact sales conversations, persuasive negotiations, and consultative selling. This can also include developing a custom negotiation skill development program for your sales team, managing and growing large accounts, pipeline management, and writing high-impact proposals.

In conclusion, improving your B2B sales and business development requires a comprehensive approach that includes sales process design, sales management, sales strategy, and end-to-end sales transformation. By focusing on these key areas, you can close more deals at higher value and improve your sales-ROI.

To build a sample sales pipeline for an enterprise Information Technology (IT) / Computer Software company in one financial year, we need to consider various factors, such as lead generation, conversion rates, average deal size, and sales cycle length. Here's a mathematical calculation to illustrate the process:

**Please note that the numbers provided in this table are rounded figures for the sake of simplicity. Actual values may vary depending on the specific circumstances of the Enterprise IT/ Computer Software company.

Based on these calculations, to achieve a revenue target of $10,000,000, the Enterprise IT/ Computer Software company would need to generate approximately 334 leads, convert them into 100 qualified leads, progress to 50 opportunities, and ultimately close 13 deals throughout the financial year. These numbers are approximate and can be adjusted based on historical data, market conditions, and specific company circumstances.

Revenue target for the year is $10,000,000.

Average deal size is $100,000.

Divide the revenue target by the average deal size:

Number of closed deals = Total revenue target / Average deal size

Number of closed deals = $10,000,000 / $100,000

Number of closed deals = 100

Assumption of the Following conversion rates:

• Lead to qualified lead: 30%
• Qualified lead to opportunity: 50%
• Opportunity to closed deal: 25%