To drive net-new business, you need defined processes for the two types of buyers: those who are actively looking and those who are not. As the below sales-driving business process diagram shows, there are basically seven-step sales processes: prospecting, preparation, approach, presentation, handling objections, closing, follow-up. As the below graphical illustration of the sales process illustrates, a business sales process is a collection of related, structured activities or tasks by people or equipment in which a specific sequence produces a service or product for a particular customer or customers.
