The document discusses the importance of having a written sales process for businesses. It notes that most high performing businesses have a comprehensive and teachable sales process compared to most businesses that use only limited sales tactics. The sales process should include lead generation through targeted marketing, qualifying leads, and mapping out the process with the goal of leading prospects to the location where the sale will be completed. Process mapping provides a visual tool to develop, communicate, and improve the sales methodology.

1. The Sales Process

2. What is a Sales Process

3. Written Sales Process
• Most businesses do not have a written
sales process
• Most businesses use a limited number of
sales tactics
• High performing businesses have a
written, teachable sales process
• High performing businesses employ a
comprehensive sales strategy

4. W.I.I.F.M.
• Highly Targeted Marketing
• More Qualified Leads
• Better Time & Money Management
• Increased Conversion Rates
• Improved Forecasting Accuracy
• Duplicatable Process
• More Profit!
What’s In It For Me

5. What is a Sales Process
• Three components of a sales process

6. Begin with the End in Mind

7. Lead Conversion
Where will the sale most likely take place?
Design your sales process so the
prospect is eventually led to the location
the sale will take place.

8. Lead Generation
Social Media
Strategy

9. Lead Generation
Tactics

10. Generation & Qualification

11. Lead Qualification
The strategies and tactics of your lead
generation and laser focused marketing to
your target market will also assure that the
prospects going through the buyer’s
Journey will be qualify prospects.

12. Process Mapping
Process mapping is:
• A Flow Chart
• A Management Tool
• A Communication and Training Tool
• A Visual Description an Activity Flow
• A method for Developing Improvements

13. Process Mapping Example