When developing a sales strategy template for organizations, sales leaders aren't very sure where to begin with. With a number of stakeholders, channels, and priorities in place, it often gets perplexing and can eventually affect your business.
Nevertheless, every sales team has its own "sales strategy" even if it just means "sell the product that you're hired to sell."
Building and developing a great sales strategy aimed at your target market is arguably the most critical business decision. Whether you're focusing on an inbound sales strategy, outbound sales strategy, B2B sales strategy, marketing strategy, or enterprise, having a solid sales strategy is similar to having a well-oiled machine in place.
Let's dive in.
What is a Sales Strategy?
A sales strategy is a comprehensive plan that outlines the tactics and techniques a company will use to achieve its sales goals. It is a key component of a company's overall business plan and is designed to guide the sales team in their efforts to attract and convert potential customers into paying clients.
Studies have shown that companies with a clear sales strategy in place have a higher chance of success. In fact, according to a report by Hubspot, companies with a documented sales process experience a 23% increase in revenue compared to those without one.
A sales strategy typically includes several key components such as -
- Market research and analysis
- Identification of target customers
- Selection of the most effective sales channels
- Development of sales processes
- Setting achievable sales goals, and
- Providing the necessary training and resources for the sales teams
- A plan for monitoring and evaluating its success
By regularly tracking metrics such as conversion rates and sales pipeline, sales managers can make data-driven decisions and make adjustments as needed to ensure the strategy remains effective over time.
Ergo, a well-crafted sales strategy can provide a significant competitive advantage for a company. It not only guides the sales team in their efforts to achieve their goals but also provides a clear roadmap for the company's overall sales efforts, allowing it to operate more efficiently and effectively.
What are the Benefits of a Sales Strategy?
A sales strategy is a comprehensive plan that outlines the tactics and techniques a company will use to achieve its sales goals. It is a key component of a company's overall business plan and is designed to guide the sales team in their efforts to attract and convert potential customers into paying clients.
Some of the key benefits of having a well-developed sales strategy:
1. Improved Customer Satisfaction
According to a study by the Temkin Group, companies with high levels of customer satisfaction experience a 20% increase in sales compared to those with low levels of customer satisfaction. A sales strategy helps ensure that sales teams are following a consistent process, leading to a better customer experience. This, in turn, results in higher customer satisfaction and can lead to repeat business and positive word-of-mouth referrals.
2. Better Resource Allocation
A sales strategy helps sales managers allocate resources effectively. By having a clear understanding of what works and what doesn't, sales managers can focus their efforts and resources on the channels and tactics that are most effective. This leads to more efficient use of resources, which can result in lower costs and higher profits.
3. Improved Team Performance
A sales strategy provides clear goals and guidelines for the sales team. This helps salespeople stay focused and motivated, leading to improved performance and higher levels of productivity. In fact, according to a study by Salesforce, sales teams that follow a formal sales process are 34% more likely to reach their sales targets.
4. Better Decision-Making
A sales strategy helps sales managers make informed decisions by providing data and insights on what is and isn't working. By regularly tracking metrics such as conversion rates and sales pipeline, sales managers can make data-driven decisions to improve their sales efforts. This leads to better-informed decisions, which can result in a more effective sales strategy and higher levels of success.
5. Increased Revenue
Companies with a clear sales strategy experience a significant boost in revenue. A sales strategy can bring in more revenue by providing a clear roadmap for sales efforts and helping to ensure that resources are being used effectively.
An ergonomic sales strategy can have a significant impact on revenue growth. Companies that invest time and resources into developing a comprehensive sales strategy see increased revenue, improved team performance, and better decision-making, among other benefits.
Why Do you Need a Sales Strategy?
Having a sales strategy in place is crucial for sales managers to ensure their team is aligned towards common goals and equipped with the right knowledge and skills to succeed. A well-defined sales strategy offers a multitude of benefits, including:
1. A structured sales process
A sales strategy outlines clear steps for advancing customers through the sales pipeline, providing a blueprint for reps to follow and increasing their chances of success.
2. Improved seller productivity
By distilling lessons learned from past wins and losses into best practices, a sales strategy helps new and experienced reps alike perform at their best.
3. Data-driven insights
The structure of a sales strategy allows for real-time tracking of key sales metrics, giving sales managers the visibility they need to coach and improve their sales teams.
4. Enhanced collaboration
A shared language and understanding among sellers and managers, as outlined in a sales strategy, leads to better communication and more effective teamwork.
5. Reduced risk
By following a roadmap when moving deals through the sales process, reps are less likely to miss opportunities or overlook objections, reducing the risk of lost deals.
6. Elevated customer experience
A sales strategy also provides guidance on how to engage with existing customers in a consistent and valuable way, improving customer satisfaction and loyalty over time.
Who is the Right Person to Handle a Sales Strategy?
Now that we have established the basics of a sales strategy, how do you know who can do the job perfectly? Here's a team of lead generation specialists who can implement and manage the sales strategy at your organization -
Sales Directors
Sales directors play a crucial role in determining the overall sales strategy, setting targets, and communicating these objectives to their team.
Sales Leaders
Sales leaders focus on the day-to-day management of the sales team, providing training and guidance to their reps.
Sales Development Representatives (SDRs)
Sales development representatives, or SDRs, are responsible for sourcing new leads and making initial contact with them.
Business Development Managers (BDMs)
Business development managers, or BDMs, take on the task of demonstrating products, negotiating deals, and closing business with potential customers.
Marketing Managers
Marketing managers work on following up with leads generated by the marketing team.
Sales Operations
Sales operations ensure that new solutions, products, and processes are implemented efficiently and effectively.
Once your perfect team is aligned for your sales organization, you can then go ahead to decide the type of sales strategy.
Types of Sales Strategies for a Sales Organization
With technology constantly evolving and the rise of new business models every passing day in the modern sales world, you witness novel strategies cropping up everywhere. There are 4 major types here, predominantly being:
1. Solution Selling
Solution selling is a highly sought-after sales strategy that is gaining popularity among companies. With customers becoming more informed and demanding, traditional product sales are becoming less effective.
To stand out, sales representatives must address the business challenges of potential customers and provide more than just a product.
Solution selling involves a workshop-like discussion between the salesperson and the customer, where they work together to identify challenges and develop potential solutions. This approach includes planning, consulting, recommendations for use, and regular training, resulting in a complete package for the customer with added value beyond the product itself.
Solution selling can be applied to products in both high-price and low-price segments and often includes a return-on-investment or amortization calculation.
To build trust, the cost calculation must be based on figures directly from the customer.
Ultimately, the customer decides not only for the product but for the overall performance presented by the salesperson.
2. Consultative Selling
The philosophy of consultative selling emphasizes creating a connection with potential customers through active listening and personalized approaches. It involves gaining a comprehensive understanding of the buyer's needs and using this information to offer a tailored solution.
This approach is focused on establishing a relationship rather than just making a sale.
Research conducted by Gartner revealed that customers are becoming increasingly wary of the information provided by sales representatives, which results in a lack of confidence in making a purchase.
To address this issue, sales reps need to improve their reputation and perception among existing customers by demonstrating that they genuinely aim to resolve their problems with the products or services they offer.
Additionally, consultative selling encourages value-added selling, as sales representatives who adopt this approach have a better understanding of the customer's needs compared to those who rely on traditional hard-selling methods.
3. Inbound Selling
Inbound selling is a type of sales methodology that prioritizes tracking potential customers as they navigate through the purchasing process.
By conducting targeted research to understand their needs, the sales representative is able to present a customized proposal at the ideal moment when the customer is ready to receive it.
This methodology focuses on being attentive to the buyer's journey and being prepared to offer personalized solutions. Contrary to outbound selling, inbound sales strategy follows a customer-centric approach that focuses on -
- Effective prospecting
- Creating and sharing helpful content for lead generation
- Structuring the sales offer around the customer's needs
An inbound salesperson adopts a customized and relationship-focused approach, gradually gaining the trust of the prospective customer while exploring how their product can address their specific challenges.
The ultimate objective is to close a sale, but not at the cost of compromising the customer's satisfaction.
4. Outbound Selling
When talking about inbound and outbound sales strategies, the latter is a more traditional approach than the former.
Outbound sales represent the traditional method of corporate selling, where sales professionals take the lead in establishing contact with customers.
In this approach, the salesperson proactively seeks out potential buyers, making initial contact through cold calls or emails, and guiding the prospect towards making a purchase through a series of follow-up actions, demonstrations, negotiations, and closing efforts.
An example of an outbound sales strategy for a B2B company could involve the following steps -
- Lead Generation: Identifying and generating a list of potential businesses that fit the target market profile. This can be done through research and data analysis, as well as leveraging existing networks and referral sources.
- Outreach: Making initial contact with the leads through cold calling or emailing, with the goal of setting up a meeting or demo.
- Qualification: Assessing whether the lead is a good fit for the company's offerings and whether they have the budget, authority, and need to purchase.
- Presentation and Demonstration: Showcasing the product or service, highlighting its key features and benefits, and addressing any objections or questions that arise.
- Negotiations and Closing: Negotiating the terms of the deal, finalizing the contract, and closing the sale.
- Follow-up: Keeping in touch with the customer, addressing any concerns, and providing after-sales support.
Outbound sales are focused on actively seeking out and engaging with potential customers, rather than waiting for them to initiate contact.
5. Account-Based Selling
Account-based selling, or ABS, is a type of sales strategy that concentrates on specific high-key accounts and wins business from these sets of accounts.
The approach of account-based selling focuses on targeting specific accounts that are deemed winnable by the sales team. Upon identification of these target accounts, the sales team creates individualized strategies to increase revenue by aligning the sales process with the requirements and purchasing behavior of significant, complex organizations.
This method stands apart from traditional lead-based selling, which tries to sell to a large number of individuals regardless of their individual needs or interest in the product.
Account-based selling offers a more personalized and targeted approach that is advantageous for sales teams looking to secure business from big organizations. When implemented effectively, it can result in a higher rate of wins, larger transactions, and happy customers.
An example of account-based selling for a B2B company could be a software company targeting a specific enterprise customer, such as a large financial services firm.
The company would conduct research on the specific needs and pain points of the target account, and then create a customized sales approach and marketing campaign tailored to that specific account.
The sales team members would then go on to engage with key decision-makers at the target account and work to build relationships and demonstrate the value of their software solution. This targeted and personalized approach is designed to increase the chances of successfully closing a deal with the target account.
6. Challenger Selling
The Challenger selling method is the most advanced and popular form of sales strategy at the present time.
CEB Global developed this sales strategy which was based on scientifically collected data from over 1000 sales managers from a myriad of sales industries and at its core, based on the Solution Selling Method, which is highly regarded in the world of sales.
The Challenger Selling method differs from Solution Selling as it prioritizes introducing a new business approach over reaching a consensus. This approach involves evaluating the customer's current practices, identifying challenges and pain points, and then presenting a solution that adds value to their existing methodology.
The goal is to challenge their preconceptions and educate them on the benefits of the product. This strategy is particularly effective when the product offers innovative advantages that were previously not available, such as advanced technologies.
The salesperson's objective is to create an "aha" moment for the customer without disrupting their best practices. If successful, this approach can result in a sale as the customer has learned something new and recognizes the value of the product.
For instance, let's consider a software company offering a new project management solution to a construction company. The sales team would conduct research on the construction company's current project management processes, identify any pain points or inefficiencies, and then present a customized solution that leverages the capabilities of their software.
The sales team would also challenge the construction company's preconceived notions about project management, highlighting how their software can streamline processes and lead to improved outcomes.
By focusing on the customer's challenges and presenting a new solution that adds value to their existing methodology, the sales team can differentiate themselves and increase the chances of successfully closing the sale.
7. Value Selling
Value selling is a type of sales strategy that emphasizes helping prospective customers understand how your product or service can solve their pain points as opposed to highlighting just the product's features and benefits.
Simply put–what value does your product truly bring to your target audience?
Many products can appear complex and confusing when presented from a technical standpoint. Telling a potential customer that a computer has a large amount of RAM, for instance, may only be meaningful to them if they understand how it addresses their needs.
By adopting a value-based sales approach, sales representatives can utilize SPIN selling techniques to emphasize the significance of each product feature. Instead of just mentioning the RAM, they can explain how the computer's fast processing speed can save the customer time and increase productivity by avoiding delays caused by slow load times.
By presenting the benefits of each product or service, prospects can understand the value of your offerings without getting bogged down in technical details.
The right value-based strategy makes it so that your product essentially sells itself, without requiring aggressive sales techniques.
An example of a value-selling methodology would be a cloud storage company selling its services to a small business. The sales team would first understand the business's current storage solutions and their pain points, such as slow access times or limited storage capacity.
The sales team members would then explain how the cloud storage solution can solve those problems by providing fast, scalable, and secure storage options. They would also demonstrate how the solution can help the business save money and improve efficiency by eliminating the need for expensive on-premise storage systems and reducing downtime.
The sales team would then go on to show how the solution aligns with the customers' business's goals and priorities, and how it offers a better value proposition compared to alternative solutions.
By presenting the solution's benefits and value in terms of solving the customer's problems and achieving their goals, the sales team can effectively differentiate themselves and close the sale.
8. Customer-Centric Selling
Customer-centric selling follows a more personified approach to sales that focuses especially on solutions rather than key performance indicators to drive more deals.
A good sales strategy involves a strong focus on customer understanding. The salesperson acts as a consultant, working closely with the customer to gain insight into their unique needs and challenges. The objective is to establish a strong relationship with the customer and deliver a customized solution.
Research by Deloitte shows that companies that prioritize the customer experience have a 60% higher profit margin compared to those that don't.
By investing in building trust and rapport with customers, sales teams can reap the benefits of a more committed and loyal customer base.
Some of the benefits of a customer-centric approach in business include:
- Increased customer satisfaction and loyalty: Focusing on the customer experience can lead to higher levels of customer satisfaction and a more loyal customer base.
- A better understanding of customer needs: By focusing on the customer, companies can gain a deeper understanding of their needs and preferences.
- Improved customer experience: A customer-centric approach can lead to the development of more personalized and relevant products and services, leading to a better customer experience.
- Increased profits: Companies that prioritize the customer experience often see higher profits, as evidenced by Deloitte's finding that customer-centric companies are 60% more profitable.
- Improved brand reputation: A strong customer-centric approach can lead to a positive reputation for the company, which can attract new customers and retain existing ones.
- Enhanced employee engagement: When employees are empowered to put the customer first, it can lead to higher levels of job satisfaction and engagement.
An example of customer-centric selling would be a salesperson taking the time to truly understand a customer's needs and pain points through conversations and consultations.
Instead of just pushing a product, the salesperson works with the customer to find a solution that meets their specific requirements. The goal is to build a relationship with the customer and provide them with genuine value, rather than just making a sale.
This approach has been shown to lead to more loyal customers and increased profitability for the company.
9. Niche Selling
Niche selling is a type of sales approach where a company focuses on selling a product or service to a specific, narrow market segment.
This strategy allows a company to cater to the unique needs and pain points of a particular industry or customer group, resulting in a highly targeted and effective sales pitch. Niche selling requires a deep understanding of the specific market segment and the development of products or services tailored to meet their needs.
By focusing on a narrow customer group, a company can differentiate itself from competitors and establish a strong position in the market.
Nearly every kind of industry can be further filtered with specific needs. Some common ways to follow a niche marketing strategy are based on -
- Price (discount, moderate, luxury)
- Demographics (age, geography, gender, income level)
- Quality (economical, handmade, premium)
- Psychographics (interests, values, behavior)
Niche selling has several benefits for a B2B (business-to-business) company, including -
- Focused target audience: Niche selling allows you to target a specific audience, making your marketing efforts more effective.
- Reduced competition: With a smaller market, you'll face less competition and have more opportunities to stand out in your field.
- Higher profits: As you become known as an expert in your niche, you can charge a premium for your specialized products or services.
- Enhanced brand loyalty: By catering to a specific audience, you can build deeper relationships with your customers, leading to increased loyalty and repeat business.
- Better marketing ROI: Niche selling can help you focus your marketing efforts, allowing you to achieve a better return on investment (ROI) for your marketing spend.
How to Build a Winning Sales Strategy Template Suited for your Business
A strong sales strategy for a B2B organization is made up of a myriad of elements. If you perform a simple search for a sales strategy plan, you may stumble upon multiple formats.
Although they may all look similar, use our sales strategy template and tweak it to fit your organization and business revenue goals.
#1 Define your Ideal Customer Profile and Target Audience
Defining your ideal customer profile and target audience is a critical first step in building a successful sales strategy. This helps you understand who your potential customers are, what they need, and how they prefer to be approached.
By creating a clear picture of your ideal customer, you can tailor your sales efforts to meet their specific needs and increase the likelihood of making a sale.
Here are some tips on how sales managers can leverage this information:
Conduct market research
Gather information about your target audience by conducting market research and customer surveys. This will help you gain a deeper understanding of their needs, preferences, and behaviors.
Create buyer personas
Use the information gathered from your research to create buyer personas. A buyer persona is a fictional representation of your ideal customer based on data and research. This will help you to understand their motivations and make informed decisions about your sales approach.
Tailor your messaging
Use the information you have gathered about your target audience to tailor your messaging and approach. Make sure that your messaging resonates with your ideal customer and addresses their specific pain points.
Focus your efforts
By focusing your efforts on your ideal customer profile, you can save time and resources that would otherwise be wasted on trying to sell to the wrong audience. This will also help you increase your close rates and overall sales.
Personalize your sales approach
Use the information you have gathered about your target audience to personalize your sales approach. Include their name, mention a shared interest, or address a specific pain point they may have expressed.
By leveraging the information you have gathered about your ideal customer profile and target audience, sales managers can increase their sales success and make the most of their sales efforts.
A deep understanding of your target audience will help you create a more effective sales strategy and drive growth for your business.
#2 Identify Sales Goals
Having sales goals in place aids your organization positively in more ways than you can imagine. However, keeping them static and being overambitious with your sales goals can definitely impact your team's morale and cause burnout.
The key to setting the right sales goals is finding a middle ground that's realistic and achievable. Here are a few things you can do to identify your sales goals for your business -
Align sales goals with overall business strategy
Ensure that your sales goals align with the overall objectives of the business. This will ensure that your sales efforts are focused in the right direction and support the overall growth of the business.
Set specific, measurable, and achievable goals
Make sure your sales goals are clear, specific, and achievable. This will allow you to track progress and measure success.
Balance short-term and long-term goals
Set both short-term and long-term goals to ensure a mix of immediate results and longer-term objectives.
Regularly evaluate and adjust goals
Regularly review and adjust your sales goals to ensure they remain relevant and achievable in light of changes in the market or within the business.
Having clearly defined sales goals is critical to the success of your sales strategy. It provides a roadmap to success and helps focus your sales efforts in the right direction. By regularly evaluating and adjusting your sales goals, you can ensure that your sales strategy remains relevant and effective over time.
#3 Find the Right Product-Market Fit
Finding the right product-market fit is crucial in developing a successful sales strategy. It refers to the match between the features and benefits of your product and the needs and wants of your target market. Here are a few key strategies to help you find the right product-market fit:
Conduct a SWOT analysis
Analyze the strengths, weaknesses, opportunities, and threats of your product and company. This will give you a better understanding of the market and how your product fits within it.
Get feedback from customers
Engage with potential customers and get feedback on your product. This can help you identify areas for improvement and make necessary changes to better meet the needs of your target market.
Test your product
Conduct small-scale tests to validate your product, including your value proposition, before fully launching it to the market. This can help you identify any issues and make necessary changes before a larger launch.
Adjust and pivot as needed
Be open to making changes to your product based on feedback from the market. Finding the right product-market fit is an ongoing process, and it's important to be flexible and willing to pivot if needed.
Finding the right product-market fit is crucial for the success of your sales strategy. It helps ensure that your product meets the needs of your target market and drives demand, making it easier to reach your sales goals.
By continuously gathering feedback and making adjustments as needed, you can ensure that your product remains relevant and in demand over time.
#4 Identify Opportunities to Improve the Customer Journey
To identify opportunities for improvement in the customer journey, it's important to take a close look at how customers currently progress from being prospects to making a purchase. This understanding can help you determine effective ways to convert customers in the future.
Here are some strategic pointers to help you do that:
Gather Feedback from Current Customers
Reach out to your existing customers and ask about their experience with your brand. Try to understand what they appreciated or disliked about their interactions with your reps. Did they feel like the reps were focused on pushing a sale or building a relationship with the customer? Did they feel neglected after the sale was made? You can gather this information through informal conversations or surveys.
Identify Purchasing Obstacles
Ask current or prospective customers about the obstacles they face when making a purchase. Is budget a common concern? Or is your product difficult to understand? This information can help you make changes, such as offering more affordable package options or training your reps to explain your product/service better.
Study Competitor Customer Journeys
Take a closer look at how your competitors are capturing the attention of their customers. What methods and platforms do they use? Research their website content, social media presence, and customer reviews. By understanding the specific journey that your customers are taking and what they like or dislike about it, your sales team can craft a customer journey that attracts and converts more prospects.
#5 Build a Strong Sales Team
A recent study by Harvard Business Review found that 81% of sales teams that were satisfied with their jobs reported an increase in business performance. To build a top-performing sales team, consider the following steps:
Hire the right people
Create a list of qualities you want in a salesperson and use it as a reference during the interview process. This will help you identify the best candidates who fit both your sales team and company culture.
Foster a positive sales culture
Encourage your sales team to build strong relationships by organizing social events such as happy hours or team-building activities. A positive sales culture not only attracts new talent but also helps retain top-performing salespeople.
Provide training and resources
Coach your sales team on key skills such as cold calling, objection handling, and negotiations. Equipping your salespeople with resources like case studies, battle cards, and sales email templates will also help them close more deals and be more effective.
Emphasize sales enablement
Provide your sales team with the right tools and content to help them close more deals. Sales enablement materials like case studies, battle cards, and email templates can make a significant impact on your sales results.
#6 Outline a Sales Plan
To build an effective sales plan, use the information and insights gathered from previous steps to identify specific tasks that will help your sales reps achieve your established sales goals. These tasks should be tailored to your team and company based on your research. Here are a few examples of tasks related to customer acquisition and retention:
Generating leads through social selling
Utilize social platforms like Quora or LinkedIn groups to reach potential prospects by providing valuable answers to questions and building relationships.
Sourcing leads from support tickets
Integrate support tickets into your CRM so that reps can see what questions customers are asking and identify opportunities for product or service offerings.
Upselling
If you have successfully demonstrated the value of your product or service to a customer, consider suggesting an upgrade by highlighting additional benefits.
Asking for referrals
Develop strong relationships with your top 20% of customers and ask for introductions to similar companies.
By creating an action plan and setting specific tasks, you'll ensure that your sales team is aligned and working towards meeting your company's sales objectives.
#7 Invest in the Right Sales Tech Stack
Investing in the right sales technology stack can be a game changer for your sales strategy. By leveraging technology, you can improve the efficiency and effectiveness of your sales process, which can lead to increased productivity and higher revenue.
With the right tools and technologies in place, you can streamline your sales process and make it easier for your sales team to reach and exceed their goals.
One of the most important components of a successful sales tech stack is a powerful customer relationship management (CRM) system. A good CRM system will help you keep track of customer interactions, manage your sales pipeline, and provide valuable insights into your sales process.
Additionally, there are many other technologies that can help you improve your sales processes with tools like Salesken's sales intelligence platform, sales engagement tools, and customer service software.
#8 Track Sales Activities and Results
Tracking sales activities and results is a crucial part of any sales strategy. It helps to measure the success of the plan, identify areas that need improvement, and make necessary adjustments along the way.
Regular monitoring of your sales activities will give you a clear understanding of what is working and what isn't. Having visibility into your sales activities and results enables you to optimize your sales process and improve overall performance.
It's also a great way to keep your sales team accountable and motivated. With this information, you can set realistic targets, allocate resources more effectively, and make informed decisions to drive growth.
So, to ensure the success of your sales strategy, it's essential to invest in the right tools and technologies that can help you track your sales activities and results efficiently. Whether it's a CRM system or a sales analytics tool, these technologies can provide valuable insights into your sales performance and help you make data-driven decisions.
5 Best Practices for Developing a Sales Strategy Plan
In order to create an effective and flexible sales strategy statement, there are several key considerations to keep in mind.
Establish a Unique Selling Proposition (USP)
- Your USP is what sets your product or service apart from your competitors.
- Make sure everyone in your organization understands and can articulate your USP clearly.
- Align your marketing and sales strategies to help unify your brand voice and avoid missed opportunities to communicate your company's uniqueness.
Create a Sense of Urgency
- You need a reason why your potential buyers shouldn't wait to make a purchase.
- Emphasize the positive benefits of using your product or service, and make potential buyers feel like they'll miss out if they wait.
Examining Your Past
- Speak to your top sales reps to understand where they have found success in the past.
- Use their insights to develop your strategy, but be sure to back up your decisions with data.
- Communicate every aspect of your plan back to your team members so they understand the reasoning behind your goals and metrics.
Don't Ignore Existing Customers
- Repeat customers spend 67% more than new ones, so don't neglect your existing customers in your sales strategy.
- Have a plan in place for selling to your existing customers, rather than assuming they will make another purchase on their own.
Follow Up Regularly
- Potential clients will be inundated with a high volume of emails on a daily basis, and your prospecting emails will be overlooked.
- To ensure that your messages are not lost in the mix, it's important to consistently follow up with your prospects.
- In addition, this approach will also provide greater certainty and a higher likelihood of capturing the attention of your prospects, who may need to hear from you multiple times before taking action.
By keeping these tips in mind, you'll be well on your way to creating a sales strategy statement that is solid in its direction, yet flexible enough to allow for course correction when necessary.
Conclusion
An essential aspect of devising a successful sales approach is having a deep understanding of your target customer.
It is important to gain insights into the challenges they face, their objectives, and how you can assist them in achieving those goals. This is a recurring theme throughout the guide, emphasizing the importance of gathering information and utilizing it to craft a sales strategy that effectively aligns the needs of your customers with your own business objectives.
By doing so, your sales efforts will have a greater impact. Book your demo today and unleash the power of your sales strategy with Salesken's intuitive sales intelligence platform.
