Developing and optimizing a B2B sales process: the case of Uber Portugal

Abstract

This research paper aims to present the outcome of a 6-month internship of exclusive dedication to building and optimizing a B2B sales process for Uber’s corporate product in Portugal, Uber for Business. From a team of two recent graduates and given the human resources allocated to this project, a 4-stage outbound focused process emerged. Henceforward, Uber’s corporate team keeps analyzing new models that could help streamline the sales process as well as make it scalable and replicable in other geographies where the company operates.