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  • Writer's pictureAndy Hamer

Crack the Sales Code - 3 Dimensions: The Shocking Truth About How Many Customers You Need to Convert

Sales is the lifeblood of any business, and B2B SaaS sales is no exception. To optimize the sales process, many businesses have utilized the sales funnel and the sales wheel as methodologies to guide their sales efforts. The sales funnel, a traditional model for sales, is a step-by-step process that potential customers go through to become paying customers. On the other hand, the sales wheel is a newer concept that focuses on continuously building relationships with existing customers to generate more sales.


While both methodologies have their strengths, there is a case for integrating the two approaches. Businesses can use the sales funnel to attract new customers and the sales wheel to keep existing customers engaged and happy. By combining the two, businesses can create a continuous loop of customer acquisition and retention reducing churn, and leading to sustainable growth.


Remembering my recent article on churn emphasising it’s a business killer.



One critical aspect of both methodologies is the need for businesses to understand the sheer volume of customers they need to attract to acquire each customer fully. By taking the time to understand this metric, businesses can determine the best course of action to make each engagement cost-effective. This means they must clearly understand their target market and their customers' needs and pain points to create a tailored sales approach.


The sales funnel and the sales wheel also highlight the importance of customer-centricity in the sales process. Businesses prioritising understanding their customers and making them the focus of all their actions are more likely to succeed in sales. This includes listening to customer feedback and addressing their pain points promptly.


The third dimension businesses must consider is understanding the customer journey when integrating the sales funnel and sales wheel. By mapping the customer journey, businesses can identify areas where the customer experience can be improved. This can lead to increased customer retention and referrals, which are critical to any business's success.


To optimize their B2B SaaS sales process, businesses should consider integrating the sales funnel, sales wheel, and customer journey. By combining these three methodologies, businesses can gain a deeper understanding of their customer's buying cycle, which can lead to creating a continuous loop of customer acquisition and retention that drives sustainable growth.



However, to achieve success by integrating these methodologies, businesses must first understand the sheer volume of customers they need to attract and clearly understand their target market and customer needs. This means they should prioritize customer-centricity in their sales process and focus on providing an exceptional customer experience at every touchpoint.


By integrating the sales funnel, sales wheel, and customer journey, businesses can create a comprehensive view of their sales process, identify the key touchpoints in the customer journey, and optimize their sales process accordingly. This can lead to increased customer retention and referrals, which are critical to the long-term success of any business.


In conclusion, businesses must prioritize integrating the sales funnel, sales wheel, and customer journey to achieve sustainable growth in their B2B SaaS sales process. This means understanding the sheer volume of customers required, clearly understanding their target market and customer needs, and prioritizing customer-centricity in their sales process. By doing so, businesses can create a continuous loop of customer acquisition and retention that drives growth and success.


Contact me today to book your session and take the first step towards the wheel of perpetual business success!

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