B2B Sales Part 3: The Ultimate Discovery-to-Close Blueprint

What’s the one thing elite salespeople do differently that average reps miss completely?

In this part 3 of the 5-part B2B Sales Training Series, we break down the entire sales process from start to close. Whether you're selling $50K deals or multi-million dollar contracts, this episode outlines the exact 5-step playbook top B2B sales pros use to warm up prospects, uncover objections early, and keep momentum strong until the deal is signed.

You’ll also get a bonus strategy at the end to double your close rate using value-driven follow-up—so don’t miss it.

Key Points & Chapter Marker

00:00 – Introduction: Full Sales Process from Start to Close

01:27 – Step 1

02:24 – Step 2

03:50 – Step 3

04:46 – Step 4

06:36 – Step 5

08:02 – Bonus

Missed Part 1? Start here »

Wanna know more? Here’s the Part 2….

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About The Hosts:

• Tim & Cindy Dodd are the Co-founders of PEMA.io, based out of Miami, FL. Connect with Tim and Cindy: Instagram

About PEMA.io:

• PEMA.io is a Inc 5000 Outbound Marketing Agency specializing in Enterprise Sales & Appointment Setting. With over 7-years and 1,000+ clients served in the industry, PEMA is the leading agency for cold outreach appointments & systems. Learn more about PEMA.io here: www.pema.io/discover

Chapters

• 0:00 Introduction: Full Sales Process from Start to Close
• 1:27 Step 1
• 2:24 Step 2
• 3:50 Step 3
• 4:46 Step 4
• 6:36 Step 5
• 8:02 Bonus

Transcript

00:00

Welcome to the B2B sales training series. We're going to have five fast focused episodes to help you close more deals this year, this month, this week, whether you're a founder, a sales leader or a sales professional, this is your shortcut to a tighter pitch and a faster. Yes. New episodes drop every single week on Thursday. So be sure to follow. And if you're tuning in mid series, I highly recommend starting from episode one. let's dive in.

00:28

Welcome to the Takeover with Tim and Cindy, where we show you how to dominate  every area of life  and business. Let's get with it.

00:37

Welcome to episode three of the B2B sales training series. In this one, we're gonna be walking through the entire B2B sales process from start to finish. We're talking from pre-call prep  to the final close and everything in between. This episode lays out the exact steps  that separate average salespeople from the elite of the elite.

01:00

If this is your first time listening, make sure to go back to episode one and listen through because it all connects and they all build upon each other. So let's go ahead and walk through the entire B2B sales process  from start to finish. I'm going to give you the five steps that's going to help you close even the toughest of B2B sales deals. If you say at the end, I'm going to give you a bonus tip that's going to help you double the close rate from your existing pipeline. So let's jump in. Number one, get them warmed up.

01:27

before the sales call. The mistake too many companies and salespeople make is they're waiting for the sales call to really dig in. You want to get them warmed up before the sales call. If you do not already have a pre-call video, you want to have a pre-call video. This is a video that warms them up before the call. Now it is not over salesy.  It's very value driven, but it gets them bought into the way that you do business. There's a whole framework on this where you're going to  basically take the core pillars of your pitch.

01:56

Flip that around and turn it into a value presentation. So it's your pitch turned into a value presentation and you do about a five minute value presentation before the call. This allows you to show off who you are, clients you've served  and get them bought into your sales process. Now you're not selling them, you're giving them value, but that gets them warmed up before the call as well as, you know, having good conversations, text messages,  make sure that you're having a conversation if they reply to your text, to your email.

02:24

make sure to have a human conversation. That's gonna get them warmed up for the call.  Number two is the discovery call. I want to be focused on the actual problem we're solving. The mistake too many B2B salespeople make is they're trying to make friends. Well, I don't wanna make friends. If you ever think about it, friends that end up doing business together oftentimes don't do very good business together, but people that do good business together  can easily become friends. I'm not exactly sure why that is, but what I do know is that if you focus on business first,

02:53

Friendship will come from that. So on your discovery call focus on business first Which is solving the problem that they scheduled  a call with a salesperson for  No one does that because they don't have problems. So get into what's the problem you're dealing with? What's going on there? How long has that been going on for?  What impact is that having on your team and really focus on the problem  and spend the rest of that discovery call? Understanding what they've tried what they're thinking about doing

03:21

What does the process look like if he likes this or she likes this? We got to bring it to the CEO. Oh, what's the CEO? Oh, going to look forward to the CFO going to look forward to the legal team. I'm to want to see,  want to unearth the buyer's process, the problem, the impact, all of that on my discovery call so that  when I do my pitch and presentation, it can be catered to everybody  solving everybody's problem, at least  handling most people's problem or doing the best I can to  neutralize certain people in the organization.

03:50

Number three is I want to pitch in a way that gets them to sell me on why they like my service. And that's as simple as asking questions like, what about this  do you feel like would help you as I'm going through the different slides or pillars or presentation pieces,  instead of saying, does that make sense? John, go, Hey John,  how would you see this helping you out?  How is this different than what you guys tried before?  You know, Hey, we have these 150 million data points. Do you feel like that would have been helpful on some of your last?

04:17

Timps,  do how so? So if I'm asking questions,  that gets them to tell me how much they like this problem or ideally flush out potential objections they have. Now I can handle objections during the pitch, not at the end.  And I can get them to tell me and sell me on why they like my product. And so that's a really effective way to pitch a deal. Now, number four is closing the deal and asking for the sale. doesn't always close on this step. I'm going to show you what you want to do is you want to ask the question, Hey, what's missing here?

04:46

after my pitch, I'm going to what's missing here that we didn't cover, right? And they go, oh, no, this looks good. I'm going to, that's going to allow me to handle some of their objections. Okay, great. So if we get, we'll get this in place, we can make that adjustment. What else? Like what else do you need for this to be the solution you guys are looking for? Well, we need to see this, create, handle that. Okay. And what, if anything at all would keep this deal from moving forward, what that's going to do is asking more note oriented questions, especially around the close.

05:13

is going to get me to pre-handle objections before I ask for the sale.  And if I ultimately ask, get to the point where I ask,  you know, Hey, what, if anything would keep you from moving forward on this, if they say, you know what? I'm nothing. I mean, it looks good. Then you can move the deal forward. Great. Well, the next step, John, is just a schedule or onboarding. I have time with our client success manager on next Monday.  You know, what time do you want to do that for? Okay. Tuesday.

05:40

or they're going to be a little resistant, which is normal. Cause you know, a lot of times, especially in B2B complex cells, we've got to get multiple stakeholders and there's a decision making process and boards and all that. It's great. Cool. Well, let's get that next meeting call. I know you said your COO is going to be involved in this. When can I get you and your COO on a call? I'm going to bring some new ideas. Cause I know you said your COO is going to be looking for XYZ.  I'm going to bring that to my team. I'm going to put together something so that when we get on a call with you, me and your COO, I'm going to have all that together.

06:09

Quick reminder, this is part of our five part B2B sales training series. If you haven't listened to the others,  hit follow and circle back when you're done with this episode. Each episode builds on the last so you can master the entire B2B sales process from start to close.  That moves us into number five, which is keeping deal momentum. So you are asking for the sale. You're not being desperate, but when let's say, no, I got to push this off what your.

06:36

don't want to do is you don't want to say, let me send you the proposal and you guys think about it and let me know  if you've ever had that happen. You know, it doesn't close deals. It's rare that it closes deals.  You've got to move the deal forward. So you've got to go, Hey, no worries. Totally fine.  I get it. Let's do this. Let's do a follow up next Wednesday. I wanted to get you XYZ resource. So there's always got to be a reason for that next call beyond,  Hey, we're just going to sell you more stuff.

07:03

There's got to be some value we're offering on that next call. And that's what's called  deal momentum.  So that's how to number one, warm your prospects up before you get on a call. Number two, run your discovery call in a way that finds unearths and focuses on the real problem at hand that we're trying to solve. Number three, pitches in a way that flushes objections and gets them to sell you on your product and service. Number four, closes the deal in a way that handles the objections.

07:32

and gets them to keep the deal moving forward without being too salesier or pushy. And number five, keeping the deal momentum, which is critical in B2B sales. The bigger the contracts, the more momentum you're going to have to keep moving to get these deals closed. Now as promised, I want to give you a bonus, which is follow up, follow up, follow up, follow up. Everybody tells you the money's in the follow up,  just follow up. And so what does everybody do? Hey, I'm following up. I'm following up.

08:02

And they just people keep sending these following up emails,  which offer no value to your prospects.  What you want to do is in your follow ups is you want to add value. And this could be a simple thing as  using like perplexity to research. Hey, my prospect is John at this XYZ company. I'm trying to find some valuable resources to send them links on and perplexity can give you some links and resources.  And you could send John, Hey John, I was just reading this article about

08:29

XYZ and I thought of you because how it related to what you guys were doing at your company. Now make sure it's related to them. Here, I was thinking about you. Let me know what your thoughts are. You sent it to him. He might not even read it. Maybe he does,  but it's a way for you to stay on his radar as a person that's delivering value. So that's one way to follow up. Another way to follow up is really cool. It's like an event follow up. Say you're in Austin, Texas, or you're in Miami, Florida, like I am. There's a lot of events or any kind of events in your area.  You say, Hey,

08:59

John, there's this event coming up. I'm going to it. You want me to get you a ticket? And he's probably going to say no, but guess what? If John goes, yeah, sure. Give me a ticket. And he flies out. He's probably going to do business with you. If you bought him a ticket and he shows up to the event and you get to see him face to face. So there's a lot of creative ways to do follow-ups. Just make sure that you're adding value in your follow-up process. Another way to follow up and do this as maybe like a 20 % of the time or 10 % of the time is

09:26

If you have a new angle to pitch them at, or you have a new way that you, a new offer, a new promotion, something like that, say, Hey John, I know last time that we talked, you said budget was a little bit of a constraint. We have this new way that we can work with people. It's kind of a better program. Do you want to do a five minute call and hear more? And that can kind of get them back on the call and get them more re-engaged. So that's how to pre-warm your prospects up before you even get on the first call.

09:53

Prehandle objections during your discovery call, understand the buyer's process during those discovery call and really allow yourself to tee up your pitch as the perfect solution  all from that discovery call. So number one, that's you to warm up your prospects before the call. Number two, that's how to run a really effective discovery call. Number three is how to get them to sell you on your service or product. Number four is how to close the deal in a way that gets all the objections handled before you actually ask for the sale. And number five, which is critical,

10:23

is how to keep deal momentum. Thanks for listening to this episode of the B2B sales training series. Now make sure to apply what you've learned today  on your calls to keep the momentum going.  Next week's episode is going to drop on Thursday, so make sure you're following the show so that you don't miss out when we're dropping new episodes. And if this helped you out at all, make sure to share it with somebody else that could benefit from leveling up their sales games, whether an entrepreneur,

10:51

a self-professional or a sales leader.