What is an offer to sell?

A sales motion is how a business usually sells its product or service to potential and current customers. It includes the activities and plans used to find possible customers, entice them, learn about their needs, present the business’s solutions, negotiate with them, and close deals.

Every business depends on its sales flow to run smoothly and grow. It’s easier to teach other team members, do the same thing for new customers, and make improvements to standardized methods over time.

Like words

• Motion to go to market for sales
• How to make a sale
• What Makes Up a Sales Motion

There are two parts to sales motions: the company’s step-by-step sales process and the general method based on those steps.

How Sales Work

The sales process of a business is how it approaches, cares for, and moves potential and present customers through the sales funnel. It keeps track of everything the sales team does, from the first touch to closing deals and getting new customers up and running.

Most of the time, the sales process has six steps:

• Looking around
• Qualification for lead. Check out
• Participation and talks
• Handling of objections
• Finishing the deal

The specifics of a sales process are different for each company because each step has its own set of rules. Every step has the same goal: getting potential buyers one step closer to buying.

How to Make Sales

When the sales team talks to prospects and customers, they follow a set of sales methodology methods. It tells salespeople how to use their skills, information, and resources during the sales process.

Some ways to make sales are:

• Challenger Model of Sales
• MEDICINE
• Spin-Off Sales
• Selling based on needs
• Selling on Facebook
• The Sandler Method
• Sales that come in
• Sell to target accounts

Sales methods include tools like call scripts, agendas, and sales playbooks, as well as technical skills like email writing, presentation planning, and ways to communicate. Ultimately, the goal is to give each customer a personalized experience that makes it easier for salespeople to close deals quickly and easily.

How Sales Motions Help Convert More Sales

Companies can make the buying process smooth for their customers by using a structured sales action. When customers ask questions or make objections, it gives sales reps the tools and skills to answer them correctly. They get to know their customers better, which increases the number of people who buy from them.

Sales motions help workers spend as little time as possible with leads.

When buyers talk to sales, they are about 57% to 70% of the way through the buying process. Reps only have about five percent of the buying process to spend with potential customers since most buyers look at multiple choices before making a decision.

There isn’t much time, so salespeople must quickly determine the buyer’s wants and show them how to get it. With an organized approach, they know how to talk to different types of customers, make solutions that fit their needs, and avoid common sales mistakes without talking back and forth too much.

A well-organized method makes it easier for new reps to get to work faster.

When a company doesn’t have a transparent sales process, they must teach new reps how to do everything about their job. Most sales reps hit their stride around three months (or 90 days), but for many sales organizations, their reps don’t hit their stride until around six months after the training process is over (if they ever do).

It is easier for everyone to learn when there is a set plan that everyone can follow. It also helps them find a guide who can teach them the same process from their point of view instead of a completely different process they came up with.

It’s better for customers when you know how to react to different leads.

Each business aims for more than one type of buyer. If someone comes in with an ideal customer profile (ICP), that doesn’t mean they should be treated the same.

When approaching new leads, sales reps use different sales motions at different levels. This is especially true in more prominent companies with emerging SMB, mid-market, and enterprise segments. Agents and reps can make the buying process smoother for customers and increase sales by guessing how buyers from different groups think and act.

The same goes for leads that come in vs. leads that go out. Cold calls and texts are common ways outbound leads come in, while inbound leads ask to be contacted. They need a different buyer engagement approach because they know a bit about the product and are interested in it.

Repeatable steps shorten the time it takes to make a sale.

The conversion rate is directly linked to the length of the sales cycle. Leads are less likely to convert if they wait longer to move through the process.

During the few months salespeople usually spend with their leads, many different things could happen. A buyer might put off buying because of a change in the company or their budget. They might look at other choices because of how the market is doing. They might forget everything.

It’s easy to sell to new accounts when you use a sales action. They change the script and timing based on each account’s size and needs. This means you’ll waste less time on filler.

What You Need to Do to Make a Sales Motion

Looking for

Sales prospecting is always the first step in an outbound sales action. Sales reps now look for potential customers and learn more about them.

Tools like LinkedIn Sales Navigator, ZoomInfo, and Outreach.io are used by most businesses to build lists of leads automatically automatically. These lists comprise job titles, locations, post titles, and information about people’s actions.

Then, sales reps check their lists to ensure they’re calling the right people. The people who work for them look through their list of accounts for names and contacts that match their ICPs.

Preparing for

There are some differences in sales qualification based on whether the lead is coming in or going out.

Since inbound leads have already been qualified by marketing, this step mainly determines if the lead fits in with the company. Sellers can ask right away about budgets, wants, and who has the power to make decisions.

Outbound leads rarely know about the product or aren’t considering buying it right now. To qualify an outgoing lead, the seller must first get the buyer to talk. They can get them to book a meeting or give them more time by understanding and meeting their needs.

Some extra problems come up with an outbound sales action, but the steps that follow the first call are the same in both cases. As part of the lead evaluation process, you will be asked questions about the following:

• Cost plan
• Wants and needs
• What to expect
• Issues with the present answer
• The power to make decisions
• Some other things that affect the buying process
• A lead is called a sales-accepted lead (SAL) if it makes it through the screening process.

Looking into

During this time, sales reps look into which product or configuration will work best for their lead and how it will help them.

The following are part of the research:

• Talking to people at the prospect’s company in different areas to get a complete picture of how the business works
• Taking into account the issues that people who have a say in the buying process, either directly or indirectly, encounter
• Taking a look at the buyer’s business and how their process fits into the market as a whole
• Assessing rivals is something the boss is thinking about
• Making notes for the AE who is going to give the show, if it’s a different member of the sales team
• Reps are ready to talk to the boss once they’re done with their research. So, they set up a meeting with the prospect’s business.

Getting involved

In the sales process, the engagement step is where things get going. A sales team member gives a sales demo and shows how valuable the product is.

In a more prominent company, this would be the job of an account executive (AE). In smaller businesses, either the Sales Development Manager (SDM) or the Sales Development Representative (SDR) does it.

These steps are often used in a sales demo:

• Quick introduction: This is where the seller briefly talks about the goods and themselves.
• A review to make sure they have all the knowledge and background they need for the demo
• A short, guided talk that puts the problem in its proper place and shows how the product fixes it
• A question-and-answer time to answer any concerns or questions
• Talk about what to do next
• Do something else

If the seller did a good study, their planned demo will get off to a good start. They should leave much room for changes on the spot either way. The lead can then run the demo, which will likely be more beneficial for them.

A lead is called a sales-qualified lead (SQL) after watching a demo and deciding to buy the product.

Taking Care of Objections

Even though SQLs are very skilled, they still need more than one touchpoint. It can take weeks for them to communicate with each other inside the company. This is especially true in B2B sales, where there are often six or more people who make decisions.

A salesperson doesn’t often change a SQL on the spot. They’ll have at least one complaint 99% of the time.

This could be an objection:

• “The price of this item is too high.”
• “We need more time to decide what to do.”
• “Get back to us in three months.”
• “We’re not sure if we need this right now.”
• “Your product is too hard for us to understand.”

It’s not always true that objections are valid. A lot of the time, they’re just ways to delay things. But sales reps must be ready for every argument and treat them as genuine.

There are a few different ways for sellers to deal with complaints, but the two main goals are:

Please take note of the worry and answer it directly.

Ask them open-ended questions that help you figure out what they need.

There are times when the argument is valid. Others said the lead just needed more help figuring out how valuable the offering was. In either case, careful listening and knowing how to deal with objections correctly help build rapport.

Getting the Deal Done

If they can get past the first complaints, an SQL is an opportunity—someone actively trying to close the deal. The deal can now be marked as “Closed Lost” or “Closed Won.”

For sales reps to move it to “Closed Won,” they need to:

• Make things urgent
• Bring the perks to your home.
• Make sure they know when they can expect to see benefits.
• Set up a regular way for people to give you feedback.
• Make an execution plan that works for everyone.

When leads meet someone new, they often hesitate to make a long-term deal with them. To close a sale, you must earn the customer’s trust and show them how your answer can help their business.

12 Examples of B2B Sales Motions

There are different ways for businesses to sell their goods and services to other businesses. These are called B2B sales processes. They differ depending on the product, the business, the sales cycle, and several other things.

Here are 12 types of sales moves that B2B companies often use:

1. Direct Sales: This is the old-fashioned way of selling, where salespeople talk to possible customers face-to-face to sell them goods or services. It means getting to know your clients, figuring out their needs, and giving them solutions that fit their wants.
2. Needs-Based Selling: In this method, sales reps act as consultants, giving clients expert advice and solutions that meet their needs and problems. You need to know a lot about the client’s business and market.
3. Solution Selling: This is similar to consultative selling in that it focuses on giving the client complete answers that solve their problems instead of just selling products.
4. Worth-based selling: This is when salespeople focus on the short-term and long-term benefits and worth that the client will get from the product or service.
5. Inbound Sales: Content marketing, social media, and other online outlets help businesses find new customers. Then, sales reps get in touch with these leads who have shown interest in what the company offers.
6. Outbound Sales: This is when sales reps call, email, or reach out to potential customers without being asked. They often focus on specific businesses or groups of people.
7. Account-Based Selling: This strategy focuses on going after specific, high-value accounts and tailoring sales efforts to meet their needs. Often, this includes a lot of people in the client organization.
8. Channel sales: Businesses offer their goods and services to other businesses through partners, wholesalers, or resellers. People often use this method to reach a large area or business.
9. E-commerce Sales: Companies offer their goods and services to customers online through a computer system, letting them buy them immediately.
10. Subscription Sales: Some businesses offer payment plans where customers pay a set monthly amount to keep using their goods or services.
11. Renewal of Contracts: This motion involves renewing current subscriptions or contracts and maintaining a good relationship with the client to ensure they keep doing business.
12. Partner sales: Businesses work with strategic partners to offer clients options that they both sell.

Remember that most B2B sales motions use a mix of these methods, with adjustments made to fit the needs and dynamics of the client base and business.

The best ways to make sales motions without any friction

A good sales move makes the whole process of getting a customer easier. But that’s only possible if we have the right equipment.

For a good sales move, follow these five best practices:

Welcome to the customer

Even though there are six steps in the sales process, the sales process doesn’t end when the customer agrees to buy something or signs the paper.

The sales team should have made a plan and been honest about what they thought would happen with execution, adoption, and long-term value. That’s not enough, thoughThehe business needs to give the customer the right help during traini to keep the sale going for a long timeng. This could be any tool that ensures customers have a good experience, like hands-on training, digital onboarding materials, a specialized customer success manager, or anything else.

Most of the time, the more critical people need more help because they have more needs. When dealing with business clients, offering dedicated help and a hands-on approach is usually best. On the other hand, most sales go well with digital training materials and supporting documents.

Integrations of Sales Tech

A sales tech stack that works together makes the sales process smooth. Without the right technology, it’s not possible to carry it out, even if the proper steps are taken and a plan is made.

These are some of the most critical business technologies:

• Customer Relationship Management (CRM): Most sales teams already have CRM software, so it’s a must-have. Customer information, sales actions, and sales workflows are all kept in one place.
• Sales Engagement Platforms (SEPs) make it easier to talk to prospects, send out and follow-up emails automatically, keep track of reaction rates, and give information about how well sales are doing.
• Chatbot: A chatbot can answer simple questions from website users, set up sales demos for them, and direct prospects to basic product information like pricing, frequently asked questions, and product documentation. It can also help present customers with simple problems, which is essential for keeping them as customers.
• Configure, Price, Quote (CPQ): This software makes it easy for sales reps to set up goods, make accurate quotes, and make contracts unique to each customer. Also, sellers can change the prices, bundles, and goods shown to potential buyers.
• Sales Enablement: Platforms like Highspot and Seismic allow the team access to information, analytics, and insights that help them make sales. It speeds up the whole sales process because it does everything in one place.

A good idea is to connect sales technology to marketing automation tools and the business website. That makes it easy to know what the customer wants and share content that helps the sale through.

Automating Things

Integrated sales technology makes process automation possible in a big way. For example, the sales and marketing team can use a customer data tool to set off automated messages or emails to prospects or alerts for sales reps when specific customers behave in a certain way.

Sales software on its own can automate a lot of processes. What it won’t do (at least not right away) is automate processes that are specific to a company’s sales process.

It’s essential to set up and integrate sales software in a way that moves leads through the flow and guides sales reps through every step of the sales process.

Getting trained and coaching

Training starts when a new salesperson is hired but should be an ongoing process. The sales team and the buyer journey should change over time, and so should training and coaching them.

When technology changes, the best ways to talk to customers should also change. Sales reps also need to know about new product features or deals, industry trends, and changes to the ICP. Make a complete exercise program that includes everything on this list.

It’s helpful to have regular one-on-one coaching sessions with formal training to talk about progress and make changes as required.

Studying the Data

Analytics are used for two things: personalization and ensuring the quality of the work.

To improve the sales process, you need to know how customers act, how well you’re doing now, and how different sales methods affect people. That means looking at information from meetings, emails, sales calls, and other contacts to determine how to improve the whole process.

Buyers also want customization, which can be done in real-time with insights based on data. Sales workers can better tailor their conversations with prospects and get better results if they know in real time what content prospects like and what offers they respond to.