Although you can modify your salespipe in SalesFollow web app https://app.salesfollow.com to have any number of steps in your sales process in this blog post we explain why the default setup is with four steps. We have described in earlier blog posts 5 and 7 steps sales processes beforehand.
For our 4 step process we have described:
- Prospecting
- Approach
- Negotiation
- Closing
How does this compare to Dubinsky’s model which has 7 steps? Check out the following table for details how we have included different activities in the super simple Salespipe by SalesFollow.
| SalesFollow step | 7 process step(s) | Description |
| Prospecting | Prospecting and qualification | Potential leads get qualified and those that are qualified will be approached by the salesperson in order to make a deal |
| Approach | Pre-approach + approach | We think pre-approach activities are part of approach itself, there is no need to complicate the process with additional step |
| Negotiation | Presentation + Overcoming objections | We feel that once you present a solution to your customer you should overcome their objections also during the presentation. Presentation is not a step that happens in vacuum and without interruptions, questions and discussion with your client. As a good salesperson you can also alter presentation by highlighting those items that customer has raised on their priority list. |
| Closing | Closing + Follow-up | We always follow so separate step for Follow-up is not needed |
So what can we say, sometimes simpler is better, anyways the process is something that you can modify to suit your needs. Should your solution require more steps or you for example pass responsibility in process from one step to another you might need more steps we have in default process. For example you could have process with steps like: marketing, approach, negotiation, training, production launch, ready for invoicing, invoiced. Aforementioned process has 9 steps but can still make all the important steps for the total process in one place. Our lead management Salespipe can be used to structure even not just sales but the delivery as well! Feel free to tailor the process to suit your need 100%!