In this short segment of the Revenue Builders Podcast, we revisit the discussion with Patrick Ball, CRO of Crux Informatics, to explore the power of a well-defined sales process. Patrick shares how aligning with the buyer’s journey improves win rates, eliminates wasted efforts, and sets the foundation for a strong business case. He also discusses key red flags to look for, the role of stakeholder engagement, and how to structure a sales motion that drives real value. If you're in B2B sales, you won't want to miss this deep dive into sales execution.

KEY TAKEAWAYS

[00:01:37] 53% of buyers select a vendor based on the buying process, making structured engagement essential.
[00:02:05] How a clearly defined sales process builds trust and credibility with prospects.
[00:02:53] The importance of “go/no-go” checkpoints to prevent wasted time and stalled deals.
[00:04:15] Red flags that indicate you’re dealing with the wrong person in the buying process.
[00:05:09] Why business value assessments (BVA) are critical to securing executive buy-in.
[00:06:10] Understanding the complexity of selling a managed service vs. traditional SaaS.

QUOTES

[00:01:37] “53% of buyers choose a vendor based on the buying process. So why wouldn’t we want to control that in the best possible way?”
[00:02:53] “A well-structured sales process keeps both the vendor and the prospect in lockstep, ensuring we’re not wasting time on deals that won’t close.”
[00:04:15] “If a prospect resists engaging in a business value assessment, it’s often a sign you’re talking to the wrong person.”
[00:05:40] “Sales isn’t just about a single point of contact—it’s about engaging all the necessary stakeholders to drive a deal forward.”

Listen to the full conversation through the link below.
https://revenue-builders.simplecast.com/episodes/complex-sales-critical-stages-in-a-customers-buying-process

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