Matt Ryder walks through mapping a B2B sales process by reviewing your last ten deals, calculating average calls per deal, then building a fixed sequence (like three calls) with explicit next steps, emails, and goals for each one. Document it, post it for your team, and use it to stop deals from stalling.
What I'm going to do is briefly describe to you how you would map your B2B sales process. Map like your last 10 sales and go, what exactly happened? And then take like an average. So if some were 3, some were 2, some were 4, there's an average of 3 calls, then make your process a 3-call process. Set it in stone knowing that some will go longer, but none will go shorter. So what I'm going to do is have my call 1, which would be my discovery. I want to always make sure that I set my next steps that I have in between call 1 and call 2. How do I set it? What do I say? Email communication, when and what? Other communication, when And what should be all mapped out? And then you go, what is my goal for the call? Break it down exactly what emails are being sent. I'm going to have this text message. I'm going to have these reminders in between these calls. All these things have to be ironed out because if it's not, this is how deals just start to blow out over time. Step 2, consequence and solution. Again, next steps for the call. We've got our presentation call. Again, we're setting next steps and the next steps are either they're going to buy it or we're going to commence the follow-up game. It's very important that you go through, map this, post it in the group for review. So this is essential. Go do this now.
