The recent spread of COVID-19 has created challenges near and far. Leaving governments, economies and local businesses stumbling, searching for answers. The global startup ecosystem is not spared from these challenges.

The recent spread of COVID-19 has created challenges near and far. Leaving governments, economies and local businesses stumbling, searching for answers. The global startup ecosystem is not spared from these challenges.


Many companies are unfortunately losing customers and discovering delays in what were once“sure business deals”.

In today’s extreme and rather unknown environment, it’s harder to reach people and even harder to get commitments from people. Adding up to be a difficult formula for front line salespeople to set expectations for their internal stakeholders.

The implementation of a clearly defined, structured sales process is more critical now than ever.

Your teams are most likely feeling the crunch and heightened sense of urgency. It’s important to follow your defined process. If properly covered, each of these steps delivers value to your end customer.

Qualifications

Does the company fit our “Target Profile?” Is there a clear need for our technology and/or

services? Have we identified a potential champion within the organization?

Sales meeting/Product Demonstration

It’s paramount that the value proposition and unique selling points are clearly communicated during this stage. What makes our product unique? If there is a competitive landscape, how does our product stand out from these competitors?

Value Assessment/Proof of Concept

This is when you may need to validate the value that your product or services deliver. A proof of

concept, free trial or some sort of ROI calculation might be necessary during this stage. Prove

your worth!

Proposal

At this point, it’s clear that the prospect is interested in buying your company’s product and/or services. This is when you take control of the contract discussion and provide a formal proposal in terms of how ​you a nd ​your business ​proposes you get started with a formal partnership.

Negotiation Review

Once the proposal has been sent, it’s critical for the salesperson to understand what are the prospect’s internal steps and process in order to get a deal done.

Does he/she need to “sell” your product and their interest in buying your product internally? (Are you talking to the right person?) Do they require sign off or buy-in from additional stakeholders?Does your product need to be vetted by an internal security team? Legal, etc.

Closed Won/Closed Lost

The final stage is when we know whether or not the opportunity will be “Won” and on-boarded as a new customer and new revenue, or “Lost” and sent back to the top of the sales funnel for anurturing campaign.

If a signed contract has been received, a new journey for your customer begins. Your organization should have complete control of a proposed on-boarding plan, ensuring that the customer has everything he/she needs in order to successfully begin using your product.

If the deal is “lost” for the time being, there should also be an outreach plan for that prospect so you know that you will have a plan to win their business at some point in the future.

In closing, it’s critical that salespeople remain focused and make sure not to skip any of the steps outlined in their sales process. It’s also important to understand that each step is another opportunity for you and your organization to add value to the dialogue you are continuing to have with your prospective customer.

If followed correctly, there should be very few surprises by the time you get to the proposal stage. Both you and your prospective customer should have a good understanding of whether or not they’re going to become your next customer.