The Sales process

An efficient, defined and structured sales process ensures that sales opportunities are maximized and that customers have a positive experience - both when we contact them unsolicited - and when they contact us.

The sales process - also called the Sales Cycle or the Sales Wheel, is the course and phases we work with from start to finish in collaboration with a customer.

This means that we describe WHAT happens in the phase, WHO does what, HOW we do it and WHY we do it.

When responsibilities and roles are aligned and accepted - we can ensure that we handle all leads and sales opportunities in the best possible way.

The typical phases in the sales process can look like this:



  • Lead Generation: Identifying and collecting potential customers (leads) through various methods such as networking, online marketing, fairs, and recommendations.
  • Lead Qualification: Assessment of leads to determine whether they fit the company's target audience and have the potential to become customers. This often involves evaluating needs, budget and decision makers.
  • Contact and Introduction : Initial contact with qualified leads, where the seller introduces the company and its products or services.
  • Need clarification: A deeper conversation to understand the customer's specific needs and challenges. This step often involves questioning techniques to uncover the customer's situation and requirements.
  • Presentation: Presentation of the company's solutions and how they can meet the customer's needs. This may include product demonstrations, presentations or offers.
  • Offer and Negotiation: Preparation and presentation of a formal offer, including price, terms and delivery details.
  • Close the sale: The agreement is formalized and the contract is signed.
  • Implementation and Delivery: The product or service is delivered and implemented at the customer.
  • Follow-up and Support: After the sale, the company ensures that the customer is satisfied and provides the necessary support. This step also helps build long-term customer relationships and can lead to cross-selling and up-selling.

We help many of our customers to describe the individual phases in the sales process, based on exactly their product, service or performance.

Contact us today to find out how we can help you.