The Essential Guide to the B2B Sales Process
A sales process is not a slide. It is a short list of stages with a clear test for when a deal moves from one to the next, so everyone on your team calls the same deal the same thing. This guide lays out the seven stages we see in commercial service sales, what has to be true to leave each one, and where deals usually stall. It is written for owners and sales leaders who want a forecast they can trust.
What's inside
- Seven stages of a B2B sale with the exit test for each
- A discovery question bank for facility, property and operations buyers
- How to run a site walk that turns into a proposal
- A proposal checklist and a follow-up plan that does not nag
- How to sell to a committee: who signs, who influences, who blocks
- Proposal and win rate benchmarks by trade from our sales center
- Fill-in stage definitions for your own CRM
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