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7 Steps of a Sales Process

 , July 12, 2017
A sales process is a structure for organizing sales activities and data. It is typically viewed as a pipeline whereby each step of the process moves closer to a sale. The following is a reasonably standard sales process.


The process of product development, distribution, promotion and pricing.

Prospecting & Qualification

Generating and qualifying leads.

Needs Analysis

Engaging the customer to build relationships, communicate the benefits of the product and collect information about the customer's organization, budget, needs and timeline.


Developing pitches and formal proposals.


Negotiating price and terms.


Closing sales and fulfilling orders.

Upselling & Cross-selling

Developing relationships with customers to upsell, cross-sell an prevent churn.
Overview: Sales Process
DefinitionA structure for organizing sales activities and data.
Related Concepts


This is the complete list of articles we have written about sales.
Account Management
Ambiguity Effect
Bargaining Power
Bias For Action
Bliss Point
Business Relationships
Buyer Persona
Call To Action
Choice Architecture
Churn Rate
Closing Techniques
Complex Sales
Concept Selling
Curiosity Drive
Customer Lifetime Value
Customer Motivation
Customer Needs Analysis
Customer Persona
Customer Profitability
Customer Relationships
Customer Retention
Customer Satisfaction
Customer Service
Deal Desk
Decoy Effect
Default Effect
Fear Of Missing Out
Figure Of Merit
Final Offer
Hard Selling
Ideal Customer Profile
Lead Generation
Lead Qualification
Low Ball
Marketing Channels
Message Framing
Needs Identification
Negotiation Process
Nudge Theory
Objection Handling
Personal Selling
Pricing Strategy
Product Differentiation
Product Knowledge
Promotion Strategy
Sales Activities
Sales Analysis
Sales Channels
Sales Data
Sales Development
Sales Efficiency
Sales Goals
Sales Management
Sales Metrics
Sales Model
Sales Objectives
Sales Pipeline
Sales Planning
Sales Process
Sales Risk
Sales Skills
Sales Strategy
Scarcity Marketing
Soft Selling
Solution Selling
Trade Fairs
Willingness To Pay
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