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It is very important for B2B businesses to learn the right approach to build an adaptable Sales Process. Implementing sales processes can smoothen any task, be it simple or complicated. Preparing B2B sales processes can make sales representatives more efficient, consistent in their work and interaction as well.

Sales Representatives who apply selling processes become more effective in finding more potential customers and influence them to make a deal. They have great B2B Sales Closing Techniques, and also they develop sales management process techniques that help them properly manage the sales process and sell to the right people at the right time.

Without a personal selling process, a sales representative may have difficulty managing the elements of the sale. Creating a Sales Process is very necessary to develop effective selling techniques.

A B2B sales process that best suits your business, sales representatives, customers, and products/services will help you boost sales, close more potential deals and ensure that all of your representatives are consistent in delivering a great customer experience. 

There are many online sales training courses that focus on the effective selling skills of the participants and also work on various aspects like the sales planning process, the sales training process, and also on the ways to develop an adaptable sales process that will help the sales representatives in more sales lead generation.

A B2B selling process must be flexible enough to meet a competitive and frequently changing market environment or changes in your sales operations.

Although most sales teams are aware of the general sales process, not all of them agree to outline and standardize a sales funnel process but the main focus is, How to Develop an Adaptable Sales Process? Here are 7 sales process steps to build an adaptable sales process.

7 Step process to develop a B2B Sales Cycle.

Preparation and Research

Preparation is the very first step of B2B Selling on which a sales representative needs to work in order to get familiar with their product/service, target value, and brand image. Take out some time and develop a buyer persona, research about the areas the buyers are facing the problem, and prepare the solution to those problems accordingly.


Finding customers is different from engaging with the best prospects. The sales prospecting process aims at qualifying sales leads who have shown interest in your product/service, or who may be interested based on their business or other certain characteristics. Based on these characteristics the team separates the qualifying leads from the customers.

Assessing the Leads

Now when you have a list of potential customers, you need to now identify whether those customers really need what you are offering. For doing this, you can prepare a set of standard questions that will help you identify the obstacles that are stopping the customers to move towards your solution. This assessment may include questions like: “What did you not like about your previous service provider” or you can ask them to describe their current situation.


This is the step where you need to start presenting your product/service that your customer needs to buy from you. You can start the conversation by relating their problems to the benefits of the product/service you are providing. This will fascinate the buyer to buy your product.

Handling Objections

Once the sales representative finishes presenting the demo/presentation of the product. Most likely there are chances that the prospect will raise objections. Keep a note of these objections and also the answers to the same. Share these objections with your sales team as it will help them to handle relatable objections raised by their prospects. This will help you close more deals for your company.

Closing Deals

This step involves sharing the proposal to the prospects that cover the solutions you offer, negotiating, and providing them with the best B2B sales deals. This is the step where you finalize the deal and all your hard work and efforts reflect in the company’s revenue. Sometimes, after putting in all the effort, your prospects may frighten you. They may not respond to your emails or phone calls. The best solution to this is, rather than connecting with them on emails, try to contact them on their work mobile numbers.

Follow-up, Repeat, and Ask for Referrals

If the deal is closed successfully, the buyer will definitely buy from you again. By maintaining a healthy relationship with the customer, there are higher chances of repeat business and gaining more potential customers through their reference. Regular Follow-ups is the base of maintaining a healthy customer relationship.

Want to handle B2B selling like a master in sales? Creating a sales process is important for the sales representatives to get valuable clients for your organization. We have gathered 7 key steps that will help you create an adaptable Sales Process that will help you qualify more potential leads and generate higher revenue.

Mihir Shah is CEO and Founder of Yatharth Marketing Solution, the group specialized in offering personalized sales training programs to corporates worldwide. He is able to draw several years of experience imparting to management, sales, and corporate training serving wide industries. Mihir has assisted companies to grow incomes and enhance customer satisfaction score as well as assisting managers, leaders, and directors enhance the performance of their team with training.