The Business Development Roadmap (Sales Process) was developed to help businesses and sales organizations streamline their pre, current, and post-sales process(es) for how potential new revenue flows throughout a company’s ecosystem.

Features to be aware of:

1) The process is laid out into three phases, or sections:

a. PREPARE – You are investigating any potential new leads and measuring them up against known details, your ICP, and perceived similar customers.

b. PURSUE – This is where the action lives! Explore and Engage and Develop and Tailor stages are for meeting with your prospect for the first time, understanding the needs of the buyer(s), begin to softly position your solutions, and ultimately deliver a proposal. If you want to implement forecasting of new revenues, you will consider any opportunities in these stages to be part of a SALES FUNNEL. This would be potential revenue that could impact the organization 6-12 months down the road.

When you send pricing/PO/proposal to your prospect, the opportunity moves into the Position and Follow-Up stage. This is where your money is made! You want to ‘position your proposed solutions, and follow up with your prospects.’ Don’t stop selling once you deliver pricing! Keep providing value-based interactions.

The last stage is Negotiation. You would have an opportunity to land on this stage if you’re at the final days of an RFP (Request For Proposal) schedule, or you’ve gotten a verbal award and are working to close it. Opportunities in these two stages would be considered your SALES PIPELINE, or potential new revenue that could impact the organization within the next 30-90 days.

c. PERFORM – This is where you begin to transition your prospect into a customer.

2) The document is laid out to identify Activities, Client Verifiable Outcomes, and Tools and Resources for all phases and stages of the process.

a. Activities are defined as actions that can be taken or implemented to help move the opportunity through and into the next stage of the process. These will be unique to your industry or product/service.

b. Client Verifiable Outcomes are defined as observable actions or behaviors taken by potential customers that demonstrates their interest in your product or service. These will be unique to your industry or product/service.

c. Tools and Resource are tangible things or ideas that you can provide to a prospect as a way of gaining feedback, pursuing actions to continue to get buy-in/and interest to purchase from your prospect. These will be unique to your industry or product/service.

3) The last section identifies Participants within any specific stage of the process.

a. You’ll notice that there is a lead participant (often times Sales) as all processes begin. Your organization might have Marketing own the pre-qualified stages as leads come in. Each organization will be different.

b. You’ll notice that the participants change (both lead and support) as the processes flow left to right. This is to demonstrate acceptable team selling, or utilization of resources to move and close business.

If your organization seeks guidance on how to implement a revenue or sales process, please reach out to Sales Homie (contact@saleshomie.com).

You can find out more information about Sales Homie on it’s website (www.saleshomie.com).