Get to know and master these 6 steps of the B2B sales process once and for all

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There is much debate about how many stages there are in the sales process: 5, 6, 8... However, the truth is one: you need to understand that there is no process without three key words: planning, understanding your audience and good negotiation techniques . Today, we will talk about how each of these words impacts B2B sales — known for being very different from B2C.

But what differentiates the two? Well, while the first one deals with sales between companies, which usually means dealing with more robust contracts and a longer relationship , the second one deals with sales directly to the end consumer. Thus, it has a shorter cycle and requires fewer steps.


Want to know what steps you need to take to really sell quality to your B2B customers ? Then follow the content!

What are sales stages?
Sales stages are a set of activities that sales representatives or vietnamese whatsapp salespeople follow to convert potential customers into actual buyers . Although the stages may vary in number and name, there is consensus on some common steps that occur in the sales process. They are:

planning;
approach;
needs assessment;
proposal and handling of objections;
closing;
after-sales.

How important is it to know the stages of the B2B sales process?
It is important for B2C salespeople to know the sales stages. However, it is even more important for B2B salespeople to invest in this knowledge. After all, it is essential to establish long-term, trusting relationships that guarantee repeat purchases with retail customers.

Without understanding the logical process that leads a buyer to close an order, both managers and sales representatives can miss opportunities . This is because they miss the timing of deals, open space for the competition and do not focus on knowing the needs of those who buy from them.

What are the 6 steps of the sales process?
Now that you know that it is essential to understand the B2B sales process, check out how each stage works and what tips you can implement to be successful in them!


1. Planning
This is one of the golden rules of B2B sales: there is no sale without planning. If you work with a portfolio of A Brasil, for example, you need to understand the motivations, pain points and demands that make customers in this portfolio buy from you. The same goes for retail customers in general or wholesale customers, for example.

You need to study, understand and segment your customers . Once you have done this, it is time to create personas for each of these segments. This will help you both in prospecting qualified leads (i.e. people who really have the ideal profile to be your customers) and in serving recurring customers. In addition, it will reduce the waste of time and money chasing customers who do not fit your profile.

If you don't have or don't know how to create a persona, you can use a free tool that helps with this task . Fill in the available data and, over time, customize and perfect your personas .

Once you’ve listed and documented your personas, it’s time to insert them into different segments within your sales system . This will help you track personalized data and their behavior, which will help with future strategies.


In the Mercos “Clients” tab, by clicking on “Settings”, you can create different tags, segments and networks to segment your clients. Then, in the “Indicators” tab, you can access personalized information for each of them.
2. Approach
After segmenting and studying your customers, it's time to approach them and look for new customers with the profile of your personas . This is a fundamental step in the sales process, as it is the moment when the future buyer or customer actually talks to the salesperson and understands whether their promises are achievable and whether it is worth building a business relationship.

Many sales representatives think that the approach stage must necessarily be done in person. However, this is not true. It is also possible to approach and prospect via email, telephone, WhatsApp and B2B e-commerce .

In all of these cases, you need to have a strategy in mind. One example of this is sending your B2B e-commerce via WhatsApp or email to customers who buy frequently, leaving the door open for them to ask you questions.