How do you maintain momentum in a sales cycle?
Interested to learn more about Topo ?Book a demo
Did you know that?
The B2B buyer spends only 5% of his time in the buying process with a sales rep.
And if we put ourselves in their shoes - we realize that there are a huge number of stages in the B2B buying journey (see diagram).
The question every sales person asks: "How to stay top of mind with my buyer?"
There are several ways to improve the buying experience and maintain momentum in your deals :
Mutual action plans
Use Mutual action plans at the beginning and end of each call to give visibility, transparency and set the next step.
Just like marketing at the beginning of the funnel, you need to nurture the buyer throughout the entire process, with regular content and useful resources.
Self service & async
Enable a self-service experience for your buyer by setting up an asynchronous collaboration environment to limit friction when they have a question.
As with outbound trends, make it different and personalized to leave a strong impression on the buyer's mind.
Help your champion sell with you internally - give him all the resources he needs, help him reach decision-makers - you're his sales coach.
Keep track of your buyer's activity during off moments to find out what they're really interested in and capture peak engagement.
The Topo project was born to reduce the number of opportunities lost with the lost reason "Momentum" (not because of a missing feature, decision maker, pricing etc.).
If you'd like to find out more about how we've enabled our customers to maintain a high pace in their deals - just click here.