Knowing the sales cycle perfectly is essential to be able to define a good sales strategy and convert potential clients (or “leads”) into real clients, especially in a competitive context like the current one.
So how can you make the most of your company's business cycle?
Closing a B2B sale is not just about the moment when the transaction is made, it is a long journey. The different stages of this process form the so-called “business cycle” or “sales cycle”. . This includes all the steps necessary to meet the final objective of selling the product or service.
What should you control at each stage of the business cycle?
Let's go step by step. First, we'll explain what your priorities should be at each stage of the sales cycle: before the sale, during and after.
1. Before
before - CatalogPlayerAs regards the moment prior to the ivory coast whatsapp data sale, good preparation of the commercial action is required. is required before it is carried out.
For example, it could be very helpful to invest in systems to monitor the formation of the offering (product offer), consult the purchase history and review the selection of products to show to the client.
In addition, this stage includes a whole part of detecting potential clients, in which it is important to have a good online presence and know how to properly use digital channels to reach them.
In general, controlling this stage of the sales cycle is important to stay one step ahead before meeting with the client and thus offer a personal and effective service.
2. During
during - CatalogPlayerIt is important that at the specific moment of the commercial action you are able to offer a personalized service to the customer.
You are interested in investing in visual and multimedia presentations for the session. In addition, monitoring the entire session, controlling what is shown to the client and preparing subsequent reports and forms can be of great help in improving future commercial actions.
Good interactive digital catalog software enables the ability to carry out online sales actions, such as placing orders immediately and sharing sales capsules that are of interest to the customer.
3. After
after - CatalogPlayerAt this stage, it is important to maintain interaction with the client beyond the commercial transaction.
For the company, good management of the “after” sale or visit is essential to work on customer loyalty or fidelity. This includes, for example, the use of platforms that allow the customer to consult commercial information from any device, make new orders easily, request support or schedule a new session with a sales advisor.
Overall, good control of this stage of the sales cycle, which is often overlooked, allows for good monitoring of the success of the sale and ensures that a stronger and longer-lasting relationship is created with the customer.
Problem: Most companies only have partial control over the business cycle
Despite having an elaborate sales cycle with all the necessary steps to sell, many B2B businesses face a problem with controlling their sales cycle: lack of continuity.
Pre-Commercials - CatalogPlayer
To carry out a good sales strategy, a company must know how to manage the cycle in its entirety and in an integrated manner. However, it is more common for businesses to use platforms that allow a specific department to have good control over only one part of the entire process, or for each part of the cycle to be controlled from different non-integrated software.