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  • Writer's pictureBenny Fluman

Building an Effective B2B Sales System: Essential Components for Success / Benny Fluman


The sales system structure in B2B companies can vary depending on the industry, company size, and specific needs. However, here are some important components that should be included:

1. Lead generation: This involves identifying potential customers and collecting their information for further outreach. This can be done through various channels such as email campaigns, social media, and trade shows. HubSpot provides a great overview of lead generation tactics and strategies.


2. Customer relationship management (CRM): A CRM system is crucial for managing customer information, tracking sales activities, and monitoring customer interactions. Salesforce is a popular CRM system that many B2B companies use.


3. Sales process: A clear sales process helps ensure that leads are effectively converted into paying customers. This can include steps such as initial outreach, product demos, and contract negotiations. The Sales Management Association provides a helpful guide on developing a B2B sales process.


4. Sales enablement: Sales enablement involves providing sales teams with the resources they need to effectively sell products or services. This can include product training, sales collateral, and customer insights. HubSpot has a great guide on developing a sales enablement strategy.


5. Analytics and reporting: Measuring and analyzing sales data is crucial for identifying areas for improvement and making data-driven decisions. A tool like Google Analytics can provide insight into website traffic and lead sources, while a sales dashboard in your CRM system can help track sales performance.



following sources are recommended for reading:


"Designing an Effective B2B Sales Structure"

by Tom Searcy, published in Inc.com.

The article discusses how to design a B2B sales system structure that helps increase a company's revenue.


"How to Structure Your B2B Sales Team for Success"

by Andy Paul, published in Entrepreneur.

The article describes how to build an efficient and successful sales team in a company.


"The Anatomy of a B2B Sales Team"

by Neil Patel, published on his blog.

The article provides a general overview of the structure of B2B sales systems and helps understand the role of each of the different factors in the sales team.


"Building a B2B Sales Structure That Works"

by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer, published in Harvard Business Review.

The article discusses the different types of B2B sales structures and how to design a structure that aligns with the company's strategy and objectives.


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