1) The document discusses how to automate a B2B sales process through 5 steps: defining the customer buying process, sales stages, targeted outcomes for each stage, required actions for each stage, and tools needed for each stage. 2) Key aspects of the sales process include understanding the customer's perspective through their "jobs" at each stage as well as defining sales stages that match the customer buying process. 3) Tools mentioned that can help automate parts of the sales process include prewritten emails, sales presentations, ROI calculations, content like blogs and whitepapers, and CRM systems to track opportunities and automate some communications.

1. How to automate B2B Sales
Bohdan hnatkovskyy,
Ceo at Brainify

2. Bohdan
Thiel Foundation
sales geek

3. What is a sales process ?
sales process is a typical
series of predictable events
to sell a product or a service
definition
🚀

4. What is a sales process ?
Sales Process vary among
Different companies,
products or services.

5. the profit you get from it
Bigger Deals Less TIME Higher Conversion
💰 ⏱ 🎯

6. problem - it’s never get constant …
It’s a mess that gets clear,
when you learn and develop it

7. … BUT you could automate it
Things you could design,
you could replicate
things you could replicate,
you could automate
someone from toyota
📝

8. How to … Step 1
DEFINE A CUstomer buying process
Desire Action
Need
Recognition
information
search
Evaluation
of choises
Purchase
Purchase
Attention Interest
Need Awareness Consideration Decision

9. How to … Step 2
DEFINE Sales stages
Product
1. Research
2. intro
3. presentation
4. demo
5. trial
6. approval
7. order
solution
1. suspect
2. un-qualified
3. qualified lead
4. strong interest
5. select solution
6. contract
7. deployment

10. How to … Step 3
DEFINE the objective
and targeted outcome
📋💳 💸

11. How to … Step 4
DEFINE actions for each stage
📲📩 🏌

12. How to … Step 5
DEFINE tools for each stage
Sales
1. Prewritten emails
2. Sales presentations
3. conv. timelines
4. ROI calculations
5. competitive
analysis
6. pre/post deal timelines
7. Case studies
Marketing
1. Automated emails
for new leads
2. blogs and articles
3. infographics
4. Slideshare pres.
5. ad campaigns
6. whitepapers
7. website

13. Opportunity conversion
process

14. How we do it
Scoring
Blog articles (Awareness)
Whitepapers, research, ebooks, webinars (education)
Manuals, FAQ, Workshops (onboarding)
Case studies, sales presentations (selection)
Lead generation team
SALES team
Customer Success team
filtering
QUalification
training & onboarding

15. Step 1: Customer buying process
THink through the buying process and the main
decision points from your customer point of view.
involve your sales team.
Call you customers.
PurchaseNeed Awareness Consideration Decision

16. Step 1: Customer buying process
Need
Recognition
information
search
Evaluation
of choises
Purchase
What your customers jobs are?
DEFINE SOCIAL JOBS (HOW OTHERS SEE YOUR CUSTOMER?)
DEFINE emotional jobs (WHAT customer feels?)
DEFINE functional jobs (waht need to be done?)

17. Step 2: Sales stages
Define sales stages, that matches your customers
buying process.
Make sure to discuss them in your organization.

18. Step 2: Sales stages
1. Research
2. intro
3. presentation
4. demo
5. trial
6. approval
7. order
Example 1. PRODUCT
💣

19. Step 2: Sales stages
1. suspect
2. un-qualified
3. qualified lead
4. strong interest
5. select solution
6. contract
7. deployment
Example 2. solution
📦

20. Step 2: Sales stages
0.1 GENERATE LEADS
0.2 BUILD INTEREST
0.3 MQL
0.4 SQL
1. QALIFIED
2. SOLUTION DEFINITION
3. PROPOSAL
4. SHORTLIST
5. PROJECT CONFIRMED
6. NEGOTIATION
7. CONTRACT
Example 3. SERVICE
🛠

21. Step 3: TARGETED OUTCOME
📋💳 💸
WHAT IS THE GOAL OF EACH STAGE?
WHAT YOUR SALES PERSON NEED TO ACHEIVE?

22. Step 4: ACTIONS
📲📩 🏌
Define actions that are important to move to the next stage
and to reach needed outcome.

23. Step 5: tools
What tools need to be available for you to reach targeted
outcome?
Great tools will speed up the process.

24. Step 5: tools
Sales
1. Prewritten emails
2. Sales presentations
3. conv. timelines
4. ROI calculations
5. competitive
analysis
6. pre/post deal timelines
7. Case studies
Marketing
1. Automated emails
for new leads
2. blogs and articles
3. infographics
4. Slideshare pres.
5. ad campaigns
6. whitepapers
7. website

25. Tools example 1
Automaded emails for new leads and follow ups and warm cold emails
or any other CRM

26. Tools example 2
Content is everywhere
AWARENESs EDUCATION SELECTION TRAINING

27. Tools example 3
ACQISITION and engagement
or any other CRM

28. Tools example 4
CRM is a king. Automate it
or any other CRM

29. AI in sales
What it does: Generates leads based on your existing customer
profiles

30. AI in sales
What it does: Assistant who schedules meetings for you

31. AI in sales
What it does: Sales assistant keeps you focused
on top prospects

32. AI in sales
What it does: Advice on how to write emails tailored to your
prospect

33. AI in sales
What it does: understand where sales are using their time and
effort and identify why opportunities get stuck

34. Continue to improve
to infinity and beyond
buzz lightyear

35. Continue to improve
buzz lightyear
Thank you !
Bohdan Hnatkovskyy
bh@brainify.today
@hnatkovskyy