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How many steps to complete a sale?

How many steps are involved in your sales process?


Do you run a discovery call first, then demo a couple times, have pricing calls and then do the contract shuffle until its signed?


For me, we kind of lump discovery into the initial outreach and then typically demo twice (different stakeholders) and then do a quick pricing proposal and walk through the quote with them, then draft up a contract and depending on the org, it could go through a few different layers before we get it back with a signature.

๐Ÿ‘‘ Sales Strategy
โ˜‘๏ธ Qualification Calls
๐Ÿ” Discovery
15
paddy
Arsonist
+9
Account Executive
It takes 6 steps followed by a double espresso martini and a cob salad
TheLaughingWolf
WR Officer
+7
Account Development Representative
It really depends on the company I am dealing with.ย 

I am working with a company right now that is in month 4 in the sales process ( 1 discovery, 1 demo with decision makers, 1 demo with product, 1 demo with engineers)ย 

While another company that is similar to them is 2 weeks in an already integrating our API ( 1 discovery call/Demo).ย 

Then there are the companies that don't even see a demo and want to integrate our API.ย 

So to answer your question, I have no FN clue. lol
Nairobi
Politicker
+7
BDR
Well I clicked to see the post and somehow I voted "yes" lol but to answer your question, mine is very similar to yours, discovery+ demo in one call, then demos with the different stakeholders and then everything else follows.
Opal
Arsonist
+9
Crocs Model
Lol I removed the poll because like 10+ people answered the poll and didn't comment. But yeah I think that's a pretty straightforward way to handle it. I feel like a separate discovery call is too much.ย 
goose
Politicker
+10
Sales Executive
What if you could let the client demo on their own and then talk to you if they find value / use case in the software?
Opal
Arsonist
+9
Crocs Model
Because there are 3 main competitors we go against and that would just invite them to win over us. I create the value for them. Our product is very complex and has a multitude of workflows it can address so it wouldn't be conducive to winning the account if we aren't guiding the process.ย ย 
Show 1 more replies
softwaresails
Politicker
+4
Sales Manager
We prospect > set demo > do a discovery call > conduct the demo / close > follow up if needed until closed.ย 

We have a short sales cycle and about 25% of the time the deal closes on the demo.ย 
Opal
Arsonist
+9
Crocs Model
I guess it makes sense with a shorter cycle to do discovery separate but I'm in enterprise and the demo is only the beginning lolย 
softwaresails
Politicker
+4
Sales Manager
Yeah about half of the time discovery is done as itโ€™s own call. We use the call the day before the day to remind them about the about as a time to do discovery but often it doesnโ€™t happen until the day of the demo.ย 
goose
Politicker
+10
Sales Executive
God this sounds like a nightmare.
softwaresails
Politicker
+4
Sales Manager
@gooseย what about this sounds like a nightmare? This is a dream. Iโ€™m so confused at what you think is a nightmare?
Show 4 more replies
BigMeech
WR Officer
+11
Coors Light Advocate
Disco -> discovery (can be 1 or many meetings)-> scoping of solution -> POC -> legal/procurement -> Sale

Average sales cycle is 12-36 months.
RevOpsRevealed
Good Citizen
VP Sales and Marketing
Omg, how do you go for so long?ย 
Th
The_Envisioneer
Sr. Director, Sales Development
As many as it takes.ย 
ju
justatopproducer
Opinionated
+1
National Consultant
Too many.

Prospect, vet leads (about 30-40 contacts before getting to DM), set meeting to pitch, next meeting to do discovery, another meeting to demo, meeting for doc collection (usually takes about 2 weeks with most companies), go through underwriting for a week or two, create proposal and go to market, try and get partners involved (usually they can't all meet when the prospect is available), run proposal meeting, negotiate on what they need to sign today, try and get what's needed, meeting to re-propose and set implementation schedule, 1-3 months to onboard.ย 

so again, too damn many lol (about 14 meetings if everything runs smoothly as it should). But hopefully this helps you feel better about your short cycle!
goose
Politicker
+10
Sales Executive
Should have asked "how many steps to complete a purchase?"
Opal
Arsonist
+9
Crocs Model
What's the difference?
goose
Politicker
+10
Sales Executive
If you have to ask then you might be missing the point, Opal.
Show 2 more replies
Kinonez
Arsonist
+8
Team Lead
Depending on the sale, but ideally the lest steps the better for both parties. no one wants to invest a lot of time in a sale
Ryscott0317
Politicker
+4
Territory Manager
Hopefully no more than 4 to 5. Discovery, demo, maybe a POC then negotiation after that.
Haast
Notorious Answer
+9
Account Executive
2 prior to POC (if thats an option) 4-5 during and 1-2 after for scoping/selling after.ย 
Justatitle
Politicker
+7
Senior AE
Disco-2demos-trial sandbox(if needed)-executive presentation- negotiation call- legal(if needed)-sig and off to CS to destroy the relationshipโ€ฆ
funsales22
Politicker
+4
SDR
The first step is always to set up a meeting, then the next is a product demo, then another call the the AE and anyone else from the company, hopefully this steps brings them to the sale.ย 
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