Vending machine: what it is and how it can help your business

Sales machine was also a topic at the ME B2B Summit 2019

Selling is not easy. There are countless issues that professionals need to deal with that can impact the closing of a deal. Controlling the fear of rejection, knowing how to prospect the right audience, understanding what customers need, and being assertive when presenting the product are just some of the obstacles that haunt salespeople on a daily basis. But don't worry, all of this can be minimized if the team prepares in advance.

The theme “Sales Machine: How to boost your sales with a Predictable and Scalable Process”, presented by Daniel Baunds at the ME B2B Summit, and now you can follow the best insights!

 

Vending Machine: What is it?

The Sales Machine concept involves creating a production process that promotes constant business growth. However, it is essential to have a well-defined plan, as this model depends directly on an alignment between business objectives and day-to-day operational practices. Without efficient planning, it is almost impossible to ensure that the established goals are achieved.

 

What should a sales team be like?

Anyone who attended the ME B2B Summit 2020 and watched this talk by Daniel Baunds had a real lesson. In a Sales Machine, the team must have people focused on prospecting (leads), diagnosing (marketing qualified lead), presenting (sales qualified lead) and negotiating (sale). This structure will make the team focus on strategic steps that will help in the final sale. However, it is not easy to structure the area so that teams act in this way; patience is needed to prosper.

The first step is to define the company's objectives and always put customers at the center of the business. Prepare a document to support salespeople and detail each activity. Establish metrics to be achieved and implement dashboards to measure and monitor team performance. Then train professionals and conduct weekly alignments to understand the main difficulties and make possible adjustments to the strategy to improve processes.

 

Be careful with the focus

When the above processes are defined, it is natural for demands to grow, so be careful with your focus. You need to know what type of sale it is, what type of approach to use and what the customer is looking for. Don't try to solve all the problems at once and with a single approach. At this point, each customer needs to be approached in a personalized way, not a standardized one. Each company and each sector has a different pain point, therefore, a different solution for each case. Study, understand the problem and know how to offer it correctly and strategically.

 

3 tips for building an effective sales process

1# Tip

3 tips for building an effective sales process

The Golden Circle model was developed to systematize a new method of thinking, acting and communicating with the aim of creating an impact on the world. It can be adapted to the sales market to better understand the customer and help offer what they really need.

2# Tip

3 Tips for Building an Effective Sales Process 2st

Train and involve your employees in the processes. This way, in addition to learning, they will be able to review and better define their tasks. This will also make it clear how important and careful each step during the process should be.

3# Tip

3 Tips for Building an Effective Sales Process 3st

Talk to the customer and understand what they expect. Ask for references and examples so you can help them and be more assertive in your offer. Selling what the customer needs in a targeted manner is much easier than selling a package of generalized solutions.

After closing the first sale, it is easier for the professional to try to expand the catalog of solutions with this company.

 

About Daniel Baunds

Daniel Baunds is the founder of B2B Sales, the largest B2B sales promotion project in Latin America. It also organizes the Vendas B2B Experience + Vendas B2B Summit, the largest business events between companies ever held in Brazil.

Furthermore, Daniel is a partner at TD (TransformacaoDigital.com), a leading ecosystem in Digital Transformation in the Brazilian market.

 

This is the third post in a series of texts we will be writing about the ME B2B Summit 2019. If you liked it, subscribe to our newsletter newsletter and stay up to date with everything that happens in the B2B market!

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