The seven steps of the Salesforce sales process, from building trust with prospects to closing and retaining customers, map directly onto inbound content and keyword strategy for SEO-driven lead generation.
84% of people have gone through or people have gone through 84% of the sales process before they pick up the phone and call you.
The Beginner's Guide to the 7 Steps of the Sales ProcessIn this very special Christmas episode, Matt and Chris discuss the article, "A Beginner's Guide to the 7 Steps of the Sales Process" by SalesForce.
Long-form content lets you address skimmers ready to buy at the top, then systematically answer every objection further down the page, mimicking a direct-mail sales letter. The goal is to answer every objection one after another until the reader is fully satisfied.
BANT stands for budget, authority, needs, and timeline. The hosts explain that confirming all four elements before structuring a deal ensures you are not building a proposal for a prospect who lacks the decision-making power or resources to move forward.
78% of business buyers seek salespeople who act as trusted advisors.
Host
Objections are not punishments. They're information.
Guest
it costs 25% to keep an existing client than it does to acquire a new one.
Guest
Full transcript is being added.
Matthew Bertram is an AI keynote speaker, creator of DIG™ (Digital Information Governance), and owner and CEO of EWR Digital. He helps energy and industrial leaders win visibility in AI search (GEO and AEO), is President of ModalPoint and CMO of the Oil & Gas Global Network, hosts The Best SEO Podcast, and has authored eight books including LLM Visibility. More about Matthew Bertram.
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