The sales flow (or flowchart) is a process by which a company conducts a commercial transaction , from lead generation and first contact to after-sales.
It is up to the flow to make this journey more illustrative and strategic . In it, each stage represents an important step forward. However, it requires the application of different strategies and approaches.
By visualizing the entire sales flowchart, it becomes easier to identify which stage each potential customer is at .
And this makes it possible to take appropriate steps to move the relationship forward. So when this process becomes more illustrative, it is possible to:
Prioritize leads;
Personalize approaches according to the relationship stage;
Make a more efficient allocation of resources;
Adopt a strategic business positioning .
The sales pipeline also provides a clear view of conversion rates between stages , allowing marketing and sales teams to identify bottlenecks and opportunities for improvement.
The main stages of the sales flow
Every sales flowchart is made up of steps that must, over time, convert leads into customers , encouraging them to buy.
See an example for industries:
1. Prospecting
In the initial stage, there is the identification ivory coast whatsapp data and attraction of potential customers , the leads.
This can be achieved through strategic marketing actions, referrals or market research.
For marketing campaigns, several techniques can be applied, with emphasis on B2B Inbound Marketing .
2. Qualification
In the second stage, the generated leads are evaluated and qualified to determine which ones can actually become customers.
It's about understanding needs and checking whether they are compatible with what the company offers.
This step helps answer the following question: do potential customers feel the need for a certain product/service?
Find out more: Qualified lead: how to define it?
3. Presentation
Following the script, the sales team presents options to qualified leads .
At this point, as highlighted by Resultados Digitais , the salesperson needs to act as a consultant . They must provide a more specialized perspective, with knowledge of the market, subject matter and customer problem.
A good strategy is to adopt a sales script , a document that gathers and centralizes information in order to increase the quality of negotiations.
4. Overcoming objections
Once the solution is presented, salespeople must be open to answering leads' questions and concerns to overcome sales objections .