Revenue Builders Complex Sales: Critical Stages in a Customer’s Buying Process
40 snips
Feb 27, 2025 Join Patrick Ball, Chief Revenue Officer at Crux, whose extensive experience in financial services brings valuable insights into complex sales. He delves into the significance of a well-structured sales process and the importance of understanding customer personas. Patrick explains how to effectively engage key stakeholders and navigate challenges during the buying journey. He also highlights the value of Business Value Assessments and how iterative processes improve internal alignment and customer engagement, ultimately driving B2B sales success.
AI Snips
Chapters
Books
Transcript
Episode notes
Transparent Sales Process
- Communicate your sales process upfront to customers.
- This builds trust and allows them to understand the required resources and time commitment.
Process Checkpoints
- Establish checkpoints within your sales process.
- This ensures alignment and allows both parties to disengage if it's not a good fit, saving time and resources.
Value-Added Process
- Ensure your sales process adds value at each stage.
- Incorporate steps like a Business Value Assessment (BVA) to demonstrate quantifiable benefits to the customer.
