The 4 phases of B2B sales funnel

For B2B businesses, the sales cycle is usually longer as your customers need time to understand your offerings and make decisions.

If your customers are businesses (not consumers), you are running a B2B business. 

The sales & marketing phases for a B2B business are more complicated than a B2C business. It is not as simple as picking and paying at the cashier, or adding to cart then checkout.

For B2B businesses, the sales cycle is usually longer as your customers need time to understand your offerings and make decisions.

In simple words, you need to generate enough leads and convert some of them to your customers.

Sales funnel

However, it might not be as easy and as straightforward as the diagram above.

Instead of just leads and customers, there are 4 phases of a B2B sales funnel:
  • Prospects
  • Leads
  • Opportunities
  • Customers
The objective is the same, to turn prospects into leads, then qualify them as opportunities, before becoming your customers.

The B2B Sales Funnel


B2B sales funnel: From prospect, leads, opportunities to customers

Prospects


This can be your website visitors or a database of contacts you acquired. They haven't responded positively to your business yet.

Techniques to grow prospects:
  • Website, microsite, landing page
  • Content (articles, videos)
  • Email marketing
  • Awareness ads

Leads


Prospects who have shown interest in your offering by signing up forms to enquire, download whitepapers, or register for your webinar.

Techniques to grow leads:
  • eBook, white paper.
  • Webinar, workshop
  • Leads generation ads

Opportunities


Leads will become opportunities when they are considering your offerings by trying your solutions or engage with your sales team.

Techniques to grow opportunities:
  • Marketing automation
  • Free trial, demo
  • Leads qualifying by the sales team

Customers


They start paying you money! Customers can be champions too when they offer you testimonials or refer you to other customers.

Techniques to grow champions:
  • Testimonials (text, video)
  • Referral, word-of-mouth

The B2B Sales Metrics


It is important to know which metrics to track your B2B sales performance. Is the number of prospects (like website visitors, call being made in a day, etc.) really meaningful for you?

Without over-complicating matters, here are the 5 important B2B sales performance metrics:
  • The number of new leads generated every month (and from which sources).
  • The conversion rates of leads to opportunities.
  • The number (and pipeline dollar value) of qualified opportunities.
  • The conversion rates of opportunities to customers.
  • The revenue breakdown into 3 categories: new business, add-on business, renewal business. 

  • [message]
    • TRANSFORM YOUR B2B BUSINESS INTO A LEADS MAGNET

      If you specialize in serving other businesses, this is the book for you. With practical strategies, we are going to share our formula on how to generate consistent and quality leads for your B2B business by using digital marketing.

      [##fa-cloud-download## FREE DOWNLOAD]

COMMENTS

 
Name

adex,2,adobe,1,advertising,45,analytics,1,animation,4,asia,1,b2b,4,beauty,12,binumi,1,bmw,4,book,1,brand,14,caam,1,career,3,case,39,chat,9,china,2,cinema,1,clinique,1,comic,1,content,9,contest,8,cooking,2,cpas,2,creative,67,creator,29,design,10,ecommerce,10,email,3,facebook,30,finance,2,finas,1,gaming,1,getresponse,2,google,23,grant,1,guardian,1,guest,2,how-to,34,indonesia,1,influencers,14,infographic,5,insights,67,instagram,21,kre8tif,1,limelight,2,line,1,linkedin,6,live,1,loreal,4,malaysia,69,marketing,120,mcdonalds,1,mdec,2,mobile-app,2,natures-way,2,new-norm,3,news,31,newspaper,2,ooh,2,philippines,1,property,1,rakuten,1,raya,5,retail,7,salon,3,search,7,senheng,1,seo,1,singapore,2,smcase,9,snapchat,1,soimjenn,2,special,8,sports,1,telegram,3,tiktok,15,tool,3,traditional,6,training,1,travel,1,twitter,3,updates,5,video,54,vod,1,watsons,2,waze,4,website,3,wechat,1,whatsapp,5,wisesight,1,youtube,40,
ltr
item
Silver Mouse: The 4 phases of B2B sales funnel
The 4 phases of B2B sales funnel
For B2B businesses, the sales cycle is usually longer as your customers need time to understand your offerings and make decisions.
https://1.bp.blogspot.com/-pgPKKXXUdQU/YV5lyTefjiI/AAAAAAABUPo/aW-wc_jGNnkltp0W-L91n6uGdkjHLTPhACNcBGAsYHQ/s16000/sales-funnel.jpg
https://1.bp.blogspot.com/-pgPKKXXUdQU/YV5lyTefjiI/AAAAAAABUPo/aW-wc_jGNnkltp0W-L91n6uGdkjHLTPhACNcBGAsYHQ/s72-c/sales-funnel.jpg
Silver Mouse
https://blog.silvermouse.com.my/2022/01/the-4-phases-of-b2b-sales-funnel.html
https://blog.silvermouse.com.my/
https://blog.silvermouse.com.my/
https://blog.silvermouse.com.my/2022/01/the-4-phases-of-b2b-sales-funnel.html
true
6067153363637637332
UTF-8
Loaded All Posts Not found any posts VIEW ALL Readmore Reply Cancel reply Delete By Home PAGES POSTS View All RECOMMENDED FOR YOU LABEL ARCHIVE SEARCH ALL POSTS Not found any post match with your request Back Home Sunday Monday Tuesday Wednesday Thursday Friday Saturday Sun Mon Tue Wed Thu Fri Sat January February March April May June July August September October November December Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec just now 1 minute ago $$1$$ minutes ago 1 hour ago $$1$$ hours ago Yesterday $$1$$ days ago $$1$$ weeks ago more than 5 weeks ago Followers Follow THIS CONTENT IS PREMIUM Please share to unlock Copy All Code Select All Code All codes were copied to your clipboard Can not copy the codes / texts, please press [CTRL]+[C] (or CMD+C with Mac) to copy