Superhuman Sales

The high-ROI sales generation & marketing agency for tech and ecommerce businesses

Sales
process mapping

Sales is really a process of connecting the dots along your prospect’s journey to a sale—which is what our content quest method is all about. By understanding what those dots are, and how to connect them effectively, selling becomes scientific and predictable; you get a clear path from engaging with a new prospect all the way to closing the sale.

This empowers everyone—from sales, to management.

Our content quest essentially takes your existing sales process, translates it into websites and emails rather than phone calls and meetings—then automates it to generate qualified leads 24/7.

But what if your existing sales process isn’t as strong as you’d like?

You’d rather translate a strong, streamlined sales process into a content quest than one you know needs improvement. For this reason, we like to work with our clients to invigorate and optimize their offline sales cycles before we begin crafting their online quests.

Even companies with excellent sales teams and strong revenue figures can be restricted by sales processes that developed organically and were never pruned. Plus, most businesses struggle to retain their greatest salesmen, because sooner or later the highest bidder will snap up all these rare legends—often before they share their skills with the rest of your team! It’s also easy to get stuck in traditional sales thinking, because your staff are so busy reinforcing existing patterns that they don’t have time to learn new ones.

What we do is work with your sales team to analyze their current methods, and take the best parts of these, remove the cruft that builds up over time, and then build it into a systematic framework that incorporates our own Superhuman Sales principles.

The outcome is a streamlined, easy-to-follow, and—most importantly—a highly effective method tailored specifically to your business, your team, your offering, and your way of doing things.

We know from experience that building this internally ranges from tough to impossible—often you just don’t know what you don’t know, and your limited perspective on how things can or should be done keeps you in a rut. (To take one very common example, many companies get stuck comparing themselves to their competitors—which actually makes their offering look generic. They think they’re distinguishing themselves to their customers; but their customers don’t see it.) Time is another extremely limiting factor for most businesses. Even in rare cases when you have a sales team who are highly conversant in the best principles and practices of sales psychology and methods, creating and documenting a true sales framework is way down on their list of priorities. They’re just too busy having to make sales.

Someone with fresh eyes, world-class training, and a dedicated directive can cut through all these problems very rapidly—and produce surprising lifts in sales even as your team keeps on with business as usual.

This is what our sales process mapping is about. A more accurate term would really be sales refinery—which is what we call it.

What we do in the Sales Refinery

Developing an entire sales playbook, though remarkably valuable, is time-consuming. It requires extensive on-site work: research, interviews and documentation. The Sales Refinery, as per our approach to everything, cuts through this by focusing on the 80/20. It provides a way to rapidly improve the sales process without requiring a great deal of work.

We start with a bird’s-eye view, highlighting:

Once these key points are identified, we use them to refine your process. We increase efficiencies, and reduce inefficiencies. Here are the major steps in the process:

1 Identify the ideal buyers/recommenders within the right-fit companies

Often sales teams go after anyone with money, and this can be a huge drain on resources. You should be closing a majority of the leads your team actively pursues, so if you’re only closing a minority then this step alone will greatly increase productivity and revenue.

2 Craft qualifying questions for each step of the sales process

The essence of salesmanship is knowing what your prospect wants in terms of their specific needs, and demonstrating that you can deliver this through the entire sales process—something only possible when you start by asking the right questions.

3 Refine the language for pitching & positioning

The specific words and phrases your salespeople use must make sense to your prospects—they must be words and phrases that they themselves would use. You want to avoid jargon that breaks the personal connection, while still using enough jargon to subconsciously signal your expertise.

There’s also the question of how your offers are framed—sometimes the difference between a sale and no sale can be the difference between phrasing the offer in terms of benefit or in terms of loss; or between using a clear analogy that brings it down to earth, or just following the old script.

4 Identify and refine your 80/20 sales tasks

So much time is wasted by sales teams who focus on the 80% of tasks that achieve 20% of your results—because often those tasks seem the most important. We want to flip that equation for you, so we take stock of everything your team does and link each task to specific outcomes. Then we find the ones that really matter—the 20% that achieve 80% of your results. Once we know these, we can prioritize and streamline them. This can double or triple your team’s performance.

5 Establish a format for objective-based meetings

A massive source of inefficiency in sales teams is meetings which have no clear purpose. Often salesmen intuitively know that a meeting is a good idea for that all-important customer relationship; but because they don’t establish an agenda or identify an objective, it ends up just being a feel-good effort that doesn’t produce fruit.

6 Establish a clear sales process

From initial contact and first meeting, to nurturing the sales to closure, the specific steps and expected timings should be absolutely clear. The great benefit of this is twofold:

  1. Your existing staff get clarity through a bird’s-eye roadmap of a typical sale;
  2. New salesmen get the same thing—which means they pick up the process far more quickly, and can be closing sales in days rather than weeks.

Having a well-defined workflow for a sale gives all your staff greater confidence, and empowers them to make quicker and better decisions.

The end result: an 80/20 sales framework with accompanying playbook

While the optimized sales process we produce for you is obviously the main feature of the Sales Refinery, in the long term you need to know you can replicate everything we teach. We therefore supplement it with a properly-documented, straightforward guide of everything we put in place.

This is not a door-stop thousand-page volume detailing every point of minutia; it is a straightforward playbook that details only the things you absolutely need. It is written in plain English, so it can be easily followed or referenced. We want to leave you with a permanent resource to keep your sales staff on track into the future.

Would you like to run your business through the Superhuman Sales Refinery?

If you’re interested in speaking to us about how we can transform your sales, why not get in touch? Alternatively, if you’re happy with your existing sales process, have a look at how we can translate it into an online system that generates revenue automatically.

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