What do sales leaders want above all else? Profitable revenue growth. What's the first ingredient required to achieve it? A winning sales strategy. Just one problem: many sales leaders don't know how to develop a winning sales strategy.
A sales strategy consists of a plan that positions a company’s brand or product to gain a competitive advantage. Successful strategies help the sales force focus on target market customers and communicate with them in relevant, meaningful ways. Sales representatives need to know how their products or services can solve customer problems. A successful sales strategy conveys this so that the sales force spends time targeting the correct customers at the right time. See our Sales Strategy Vlog
Review and Update Your Ideal Customer Profile and Personas Revisit who your best customers are, identify the characteristics that make them lucrative and enjoyable to work with. Make sure your ideal customer profile and buyer personas are accurate and update them as necessary to reflect the kinds of customers who will help you reach your growth goals.
Document Your Buyer's Journey Once your personas are updated, document the journey each persona will take toward becoming a customer. Your contacts take numerous engagements along the way to becoming a buyer. Plot out every interaction point your personas will have with your content or your company.
You’re Differentiators Make sure you're clear on what makes you different from your competitors. Look at your company’s strengths, your teams’ knowledge and accreditation. Talk to your customers about why they have engaged with you and why they continue to stay as a client.
Review and Document Your Sales Process Is your sales process set up to close the quality and quantity of customers you need to reach your company’s growth goals? Does everyone on your sales team follow the same process for qualifying and nurturing prospects? Is your CRM (customer relationship management) system set up to support your process efficiently and effectively?
Track Your Progress and Evolve Your Tactics Make sure you have defined metrics for measuring success, and have assigned roles for each team members. Set up meetings to review progress