The next stages of sales in our process refer not only to conducting the sales transaction itself, but also require planning of prior activities aimed at establishing business contact and building B2B relationships.
The B2B sales process can therefore be divided into subsequent, sequential sales stages.
B2B Sales Process - Sales Stages
Pre-sales stages
Defining the buyer persona – B2B buyer persona
At this stage of the sales process, we first need to twitter data precisely define the profile of our buying persona – in the case of B2B sales, it will be a specific person working in a given company, in a specific position, responsible for purchasing decisions in the product segment that we want to offer.
On this basis, we define the profile of a potential B2B trading partner to whom we plan to direct our offer and at the same time the profile of the person responsible for purchasing decisions in this organization . We can use many different selection criteria here, thanks to which we can narrow down the circle of potential recipients to whom we direct our offer as much as possible. We can take into account selection criteria such as: industry and type of business, customer segment reached with the offer, size of the company; whether its organizational structure is centralized or dispersed; our preferred location, expected position of decision-makers in the subject matter of interest to us, etc.
On this basis, we defined the profile of our purchasing persona – the B2B buyer persona , which may be, for example:
Production Director or other person responsible for the optimization and control of production processes, including the purchase of machinery and equipment, working in a furniture manufacturing company, a medium-sized enterprise (employing 50-250 people), located in the Małopolska Province.