Use this Sales Process to Convert More Leads in 30days

While every salesman knows the basics for a successful sales process, in this article, we go under the hood to disrupt major touchpoints that will convert more leads for you and shorten your sales cycle: we call it the 30days BFM (Backend-Frontend-Maintenance) process.

Here’s how BFM can re-engineer your efforts—at each stage of the sales cycle:

The disruption starts with your pre-sales efforts.

What should your pre-sales strategy do?

1. Leverage data to understand how customers want to buy: Your pre-sales effort should include identifying which sales tactics have worked well for you in the past and leveraging that information for new prospects.?
2. It should help you simplify your sales cycle: Our pre-sales advises you to call and have as many casual chats as possible with people in the prospect department and organization to unlock helpful information and pre-qualify leads. During these conversations, ensure you actively seek opportunities to offer value to win over a product champion. For example, if your SDR is selling a product management software and the lead is complaining of too many data points to capture on Jira, can your footmen offer a quick solution? A solution might be a template with frameworks for product managers to do better with data. These calls will make you have leads that are warm and receptive during actual sales meetings booked.

Moving to the Front end

Once you book your first meeting with a prospect, wear your consultative hat and partner with your prospect to design tailored value propositions with a clear cost benefit analysis. As we advise, ignore the usual B2B sales transaction cycle - and product-led focus.?

Providing a solution will lead you to the point of getting a Technical Yes from them. A Technical Yes means that your prospect has seen the need for your solution even though you have not agreed on the cost and other factors.?

After your initial meeting, your pre-sales team should aim to craft a proposal that gets you a commercial yes in your next meeting. A Commercial Yes means the client has agreed to the cost of your solution and is willing to implement it. In a more complex buying cycle and in the absence of a Commercial Yes, aim for a Pilot Yes.?

Pilot Yes means the customer is ready to test your solution at a small scale or ready to have a skeletal implementation.

Finally, ensure you improve your team’s capacity with constant learning. Work with this mindset; when salespeople know better, they do better.?

It is important to improve your team’s capacity by honing both their analytical thinking and solutions creation capability. This will increase your conversion rate.

The BFM approach is ingrained in the Agile B2B Sales frameworks used for clients. The founders who are engineers by training bring a unique approach to B2B Sales that is second to none in the industry.

Need help with getting more qualified needs and leapfrogging past your competitors? Download the Full BFM Paper.