B2B Sales Cycle

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1. Get the Right Prospect Data

We integrate with leading data sources — including our home-grown engine — to provide our customers precise, accurate B2B contact data.

2. Find Your Sales Flow

Our team builds a sales Flow that drives prospect engagement with personalized sales touches. We route active prospects to your sales team.

3. Learn, Rinse, Repeat

You work the prospect convos that we turn up and coordinate with our team to measure and optimize. We grow your pipeline and you win more customers.

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RevBoss does the lead gen grunt work so that your team can spend more time moving prospects to close.

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We kick off new customers with a 3-week on-boarding focused on uncovering key prospect segments and what will move them to action.

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Our Customer Success team builds the strategy and writes custom messaging for your program. We’ll drive every step of the process for you.

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We’ll hit “go” together and a few weeks later the first engaged prospects will start to bubble up. Our team drops them in your inbox, your CRM or your calendar.

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What is 4+4?

What are B2B Sales?

There are lots of different types of sales out there and one of the largest sectors is called B2B. B2B stands for business-to-business. If you are someone who operates in the B2B area, then you understand that this is a competitive region. For those who are wondering, “what is B2B sales,” this is the process of one business selling a product or service to another business. B2B sales means that you have a company that is trying to target another company as a customer or client. Of course, trying to sell something to a business is very different than trying to sell something to a consumer. Therefore, it is important for everyone to understand that the individual processes and steps that have to unfold in order to complete a sale in the B2B area.

For those who are looking to be successful in the B2B area, there are numerous steps that have to unfold before a sale can be completed. First, everyone in the B2B area must understand that the sales cycle for the B2B area is much longer than the sales cycle for the B2C area. Therefore, people have to be much more intentional as they try to move someone down the sales funnel in the B2B sector.

The first step is to generate leads. Then, a discovery process has to take place where the potential client learns more about the product or service you provide. As the lead gets qualified, a pitch will be delivered. Once the sale is converted, the process does not end there. It is important to follow up with the customer, check-in with them, and make sure they are getting everything out of the product or service they desire. That way, they will come back to the company for future purposes. Every potential customer has to move down this sales funnel in an appropriate manner.

Sales Funnel Examples

It is helpful to take a look at the sales process as a funnel. The top of the funnel is relatively large, where there are lots of potential leads. Then, the funnel gets smaller as you qualify your leads and figure out who is actually worth your time. When looking at a B2B sales funnel, it is a good idea to look at sales funnel examples. That way, when you are looking at B2B sales funnel metrics, you understand exactly what you have to do to close your deals. When looking at a B2B sales funnel template, you should be looking at B2B marketing funnel stages. A B2B sales management team should be able to help you tailor your interactions with your potential customers or clients to where they are at in your sales funnel.

The first step at the top of the sales funnel is lead generation. At the top of the funnel, there should also be a discovery stage. This is where your general interactions are going to take place. You get to know your client better, understand your needs, and find a way to show them that your product or service will help them meet their needs.

The next part of the sales funnel is going to be qualification. This is where you truly figure out if the client is going to benefit from the products and services that you provide. There might be some interactions, you will answer a few questions along the way, and you will try to figure out exactly how your products and services can get your client moving down the sales funnel.

In the B2B world, there might also be a negotiation phase when it comes to sales funnels. This is where you negotiate the services you provide and secure a fair price for them. You need to make sure that you focus on the features of your services, as businesses make their decisions with more intentionality when compared to consumers, who tend to use emotion.

Finally, the bottom of the funnel is where the conversion happens. Once you have moved to a potential sale all the way down the sales funnel, you finally turn them into a paying customer. Then, you follow up with them and try to get them to come back for repeat business.

B2B Sales Strategy

Clearly, the purchase life cycle in the B2B world is significantly longer. Therefore, you need to have a firm B2B sales strategy that takes advantage of some of the top B2B sales techniques. With the right B2B sales strategies and tactics, you will figure out how to increase B2B sales.

When you are looking at the B2B sales guide, it is important for you to understand that you are going to be playing the long game. There are lots of B2B sales process steps that you have to go through. For example, in a B2B sales process template, it is clear that you need to focus on the features of the products and services that you provide. Anchor all of the products and services you provide in the “why” question. This means that you need to clearly explain why you are products and services are going to help out your client. Even though you do want to highlight a few pain points, you also need to remember that businesses are not going to make their decisions based on emotions. Therefore, focus on the technical features you provide instead.

In addition, you also need to make sure that you make a strong first impression. There is a saying that you never get a second chance to make a first impression. Therefore, focus on winning the first five seconds so that you maintain the attention of your potential client.

Finally, remember that less is more. When it comes to a B2B sales strategy for startups, you need to make sure that you value the time of the person on the other end. Provide them with a chance to ask you a question. Keep your presentations short and to the point. Focus on the features of the products and services that you provide. Then, remember that most of your output is going to come from a relatively limited audience. Therefore, think carefully about who you are going to spend your time with.

B2B Sales Cycle

When you are taking a look at the B2B sales cycle, it’s a good idea to divide this into B2B sales cycle stages. For example, the first stage is going to be where you generate leads. The exact sales cycle time this is going to take is going to depend on the service you provide and how efficiently you can prospect your leads.

The next stage is the discovery process. During this part of the sales cycle, you are going to work with your client, uncovering features that you feel may be helpful to them. In some cases, this stage might only take a few hours. In other cases, this could take a few days.

The next phase of the sales cycle might be a little bit longer. During this time, you are going to go back and forth with the client, answering his or her question. This might be where you execute an extensive part of your drip campaign. You want to make sure that your company is at the front of the mind of your client. In some cases, this drip campaign might only take a few days. In other cases, it might take a few weeks or months. The goal is to make sure that your interactions gradually get more focused and that you keep your company at the front of the mind of your potential client.

Finally, the last step is to convert the sale. This stage might only take a few minutes once you get your potential client to the bottom of the sales funnel. Overall, the B2B sales cycle length is going to vary depending on the products and services you provide. The better you get at this, the more you should be able to shorten the sales cycle.

Sales Process Template

In the end, it is a good idea for you to work with a sales process template. When you are looking at B2B sales examples, make sure that you have a B2B sales process flowchart. As an example, you might want to use a Salesforce sales process flowchart. There is a lot of information to include on a B2B sales strategy framework. For example, you want to make sure that you include all of the B2B sales stages that have been described above. Make sure that you also included the individual steps and strategies you are going to employ at every part of your B2B sales strategy template.

When you are looking at the average sales cycle for enterprise software, you also want to make sure that you highlight your key performance indicators as a part of your sales process template. That way, you understand exactly what matters to you and how you are going to quantify success. This should also be a part of your B2B sales strategy framework.

In addition, you also need to include your various marketing tactics and strategies in your sales process template. For example, if social media is going to be an important part of your sales template, make sure this is included. If you are going to include an email drip campaign, make sure this is included as well. That way, you will have a clear strategy in mind as you approach your next sale.

All of this will help you get the most out of your B2B sales strategy. If you set up your template correctly, you set yourself up for success.

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Mitchell Causey, Founder & CEO, Demandwell
RevBoss completely altered the trajectory of my business. I'm getting more qualified leads than I've ever had in 15 years of doing this business and I hit a 10X return within six months.
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Grace Tyson, Founder & CEO, Luma
Before, we were relying on word of mouth. It was very inconsistent and frustrating. With RevBoss, we finally have a repeatable model. We are having great conversations and learning from all of our leads.
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RevBoss feels like an extension of our sales team, without the cost of a sales person. They know what works, they are responsive, and they take a genuine interest in our success.
Jeb Banner, CEO, Boardable
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