This presentation is talking about one of the B2B sales tactics, L2C (Lead to Cash)!

1. B2B $ales
Lead to Cash
By: Amir NikKhah

2. BUYER JOURNEY

3. Buyer Journey
The buyer’s journey is the process buyers
go through to become aware of, evaluate,
and purchase a new product or service

4. Buyer Journey
Awareness Stage
Buyers realize they have a problem.
Buyers identify their challenge or an opportunity they want to pursue.

5. Buyer Journey
Consideration Stage
Buyers have clearly defined the goal or challenge.
Buyers evaluate the different approaches or methods available
to pursue the goal or solve their challenge.

6. Buyer Journey
Decision Stage
Buyers have already decided on a solution category.
Buyers decide on the one that best meets their needs.
The list of specific
offerings

7. L2C
LEAD TO CASH

8. Sales
Negotiation
Contract
Management
Order
Fulfillment Cash Customer
Care
Marketing
Activities
Lead
Generation
Contact
Management
Interaction
Scenario
Quotation
&Proposal

10. Lead
A lead, in a marketing context, is a potential sales contact.
An individual or organization that expresses an interest in your
products.
Strangers
Leads
Customers
Promoters

11. Referral
Website
Email
Advertising
Social Media
NewsletterPress Release
Phone
Content
Direct Mail
Other
Marketing
Tools
Lead Generation

13. 360° View of The Lead
Future
PresentPast

14. Lead Data Collection
 Real-Time Behaviors
 Attraction Source
 Needs & Wants
 Business Type
 Work Experience
 Credibility
 PII
 Capital Power

15. Interaction Scenario

16. What are your sales goals?
What are your competitive advantages?
What are your limitations?
What the lead wants?
What the lead needs?
What are the lead’s questions?
What is your Plan B?

17. QUOTATION & PROPOSAL

18. A client asking for a quotation is asking: how much will you charge me for such product or service?
That means: "I know what I need, just gimme your price".
A client asking for a proposal is saying: I have this problem, suggest me the best solution
and tell me how much it will cost.

19. TO BE CONTINUED…
me@amirnikkhah.com