Opening a sales deal in Livespace means opening a sales process. It is visible on the right side of the deal profile. In this article, we described:
What is a sales process in Livespace?
The sales process is the most important element of Livespace to achieve even better sales results and determine the probability of winning a deal. It defines the activities that should be performed as part of the sales path. It also provides a checklist so that we can accurately determine the level of advancement in the sales process.
Every action performed as part of the sales process increases the probability of its completion. If you lose a deal at a particular stage of the process, Livespace will know to which stage you succeeded. This is very important from the perspective of analyzing performance and will be visible in the Statistics tab.
This way you will know at which stage you are most likely to lose potential customers, and therefore what is worth improving in the sales process.
The impact of individual activities on winning chances comes from the way the sales process is configured - that is, determining which activities are more important and which are less important from the perspective of winning deals. Livespace suggests a default sales process when you set up your account, but you are free to modify it as an administrator in the Sales Steps Configurator in Account Settings (Deals tab).
Sales Process Templates
Default Sales Process in Livespace.
The default sales process in Livespace is a universal model that supports sales teams at every stage of the sales journey - from the first contact with a client to the finalization of the transaction. The structure of the process is designed to simplify sales pipeline management, enabling consistent progress monitoring and effective implementation across various industries. This allows users to easily tailor the process to their needs while maintaining transparency and efficiency in sales activities.
MEDDIC Sales Process.
The MEDDIC sales process is a structured methodology for qualifying and closing B2B sales, particularly for high-value transactions. It is based on six key elements:
Metrics – Defining measurable benefits and ROI for the client.
Economic Buyer – Identifying and engaging the key decision-maker.
Decision Criteria – Understanding the factors influencing the selection of an offer.
Decision Process – Mapping out the steps and key stakeholders in the purchasing process.
Identifying Pain – Analyzing and addressing the client’s key problems.
Champion – Finding an internal advocate for the offer within the client’s organization.
With a clear structure and emphasis on critical aspects of the purchasing process, MEDDIC enables better management of corporate sales, improving the effectiveness of sales efforts.
BANT Method.
The BANT method is a proven lead qualification technique that helps sales teams assess potential clients based on four key factors:
Budget – Does the client have the funds for the purchase?
Authority – Are we speaking with the decision-maker?
Need – Does the product or service meet the client’s actual requirements?
Timing – Is this the right time for the purchase?
By analyzing these aspects, the BANT method helps focus sales efforts on the most promising opportunities, increasing the efficiency of the sales process.
Sandler Sales System.
The Sandler sales system is a methodology based on building long-term relationships with clients, founded on trust and mutual respect. A key element of this technique is open communication, allowing salespeople to better understand the client’s real needs and challenges.
The Sandler model emphasizes conducting conversations naturally and non-aggressively, making it easier to identify problems and tailor offers to the buyer’s expectations. This approach supports effective deal closures while ensuring the client feels comfortable and engaged in a partnership-based collaboration.
You can customize each template in the configurator to suit your needs.
Sales process configurator
At Livespace, the sales process is divided into two components: stages and activities.
With stages, you have insight into the progress of a given sales process. Actions, on the other hand, tell you what activities to perform for a given deal at a specific stage.
In Livespace, you can easily customize your sales process to suit your needs. To do so:
1. Go to Account Settings, select Deals from the menu on the left, go to the Processes tab, and then click Edit:
2. Decide what stages your process will consist of. Here you can:
define the name of each stage
add a description of the stage
change the order by dragging to the appropriate place
add a new one by clicking Add stage
delete by clicking the cross in the upper right corner of the stage area.
3. Decide what activities to perform in each stage. As with the stages, you can:
define the name of each action
add a description of the action
change the order by dragging it to the appropriate place
add a new one by clicking Add action
delete by clicking the cross in the upper right corner of the action area.
4. Assign weights to each action that tell you how performing the action brings you closer to completing the process and winning the deal.
5. You can also define additional settings for each action, which can be seen by clicking on the cogwheel icon.
6. You can choose from the following options:
Obligatory - means that performing the action is necessary to be able to win the sales opportunity
Can be completed by - allowing you to choose who can perform the action - anyone, manager, administrator, or maybe only designated people
Note required - execution of an action will not be possible without first adding a note, or a note with a file.
Notify - allows you to automatically send a notification to a selected group of people, for example, administrators, managers, or participants of a sales opportunity, when a certain action is completed.
Add an action - allows you to add a task after selecting an action in a process.
7. You can add tips to each step and process. Read more about it here.
8. Once you have configured the steps and activities and assigned them the appropriate weights, click Save and Exit.