%0 Journal Article %J Open Source Business Resource %D 2010 %T Building a Business-to-Business Sales Process %A Stephen Davies %X A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers' problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank. This article describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips for effective and consistent execution of that process to get initial sales and improve upon them. %B Open Source Business Resource %I Talent First Network %C Ottawa %8 10/2010 %G eng %U http://timreview.ca/article/386 %N October 2010 %9 Articles %1 Sprott School of Business Stephen Davies is an entrepreneur and business development professional working in the National Capital Region. He has sales and marketing experience in a number of sectors, notably in online education and training products, clean tech manufacturing, and operations management consulting. Stephen also lectures at the Sprott School of Business in Entrepreneurship-related subjects and is part of the Lead to Win faculty.