In this episode, Ben dives into creating a top-shelf sales process that works for any B2B business. He explains how to create an effective and streamlined sales process that will help the team grow revenue, make profits, and stay engaged. By understanding the importance of a well-defined process and focusing on the customer journey, businesses can maximize their potential and achieve long-term success.In this podcast, he talks about how to nail the presentation stage, giving listeners a few structural norms to embed in their team, as well as advice for their leaders to stay on top. The speaker discussed the importance of needs analysis when preparing for a sales pitch. He discussed two acronyms to keep in mind when conducting a needs analysis: BANT and PPVVC. BANT stands for budget, authority, need, and timing. The PPPVC method stands for pain, power, vision, value, control.The speaker emphasized the importance of understanding customer pain points, knowing the decision-making process, and ensuring proper preparation. With these tips, sales teams can be better prepared to make a successful pitch.0:00:00 Intro0:02:16 Recap of Previous Episode0:02:43 The Presentation Stage0:03:09 How to Nail the Presentation0:04:37 Understand Value Opportunities for Customer0:05:33 Know the Decision-Making Process0:7:57 Preparation0:09:42 10 rules of Engagement0:13:40 Make Customers Feel Special0:14:56 Make Sure You Are Taking a Physical Product0:16:30 Prepare the Agenda of the Meeting0:17:16 Story Telling and Social Proof0:18:49 Specific Benefit of the Product0:20:29 Question Time0:20:55 Be Clear on What’s Next0:22:08 Steps to Presenting Via Video Conference0:25:20 Health and Fitness Tip0:26:11 Outro Rate, Review, & FollowIf you’re liking what you’re hearing, make sure you ‘follow’ the show wherever you listen to your podcasts…so you never miss an episode!I’d also love to hear what you think, so drop us a review after you close that next deal…tell me what you’re liking, and what you want more of so I can look to cover it in a future episode.

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