The best sales strategy is one that works. What's universal?
While there are a million sales books, sales strategies, sales methodologies, etc., the most important thing to consider is what will work best for your culture, your clients, your way™ of doing business.
How do you build a winning sales team? It starts with a winning sales foundation. Nearly every sales strategy you can employ benefits from having the right foundation. Creating a sales strategy starts with a plan, identifying your goal and the obstacles to that goal. After you've outlined your goals and obstacles, the foundation of your sales strategy includes training, playbooks, processes, sales operations and enablement, Data, and a functioning CRM to provide the data sales reps and leaders need. These tools and resources should be tightly aligned with your products, your markets, and your teams.
Once you have the data you need and the processes and training in place, creating your strategy comes from what you have available and where you win in your market. The strategy and foundation then enter a cycle where the strategy is tested and disseminated into the foundation, which in turn supports the next strategy.
Let's dive into the sales foundation, and how it impacts the sales strategy you choose to leverage.
Depending on your product mix, deal size, prospect personas, geographic diversity and other factors, choosing the right mix of inside and outside sales reps can dramatically impact your sales strategy. Most companies will not write multi-million dollar checks if they haven't met their sales rep, they just won't have the same level of trust. Conversely, it would confuse the prospect if you show up at their office over a $7/month subscription because it's not enough money to justify a visit.
Inside and outside sales typically have different sales processes, different entry points into the account, and can even have different messaging and target personas. Making sure these two groups have
There are three ways to win in a market, and most sales strategy experts will tell you to start with a niche before expanding. You can win on price, you can win on features, or you can win on relationships and intimacy. If you try to be everything to everybody, it's not going to work. Your sales strategy should reflect one of these market positions, and your foundation needs to reflect it. For example, if you have a premium product at a premium price, your sales process will likely be longer, require more case studies and stories of successful customers, leverage more data, and have tailored messaging to convey why your product is premium and what the increased value is.
Determining if you're going to market to sell subscriptions has a very different set of messages and account management than a one-time-sale. You can have different objections, different timelines, different decision makers, and more. As you choose your strategy, it's imperative that your foundation sets up your strategy for success.
Sales Result has completed 300+ successful client engagements and streamlined a process proven time after time to deliver messaging and process alignment. We prioritize deeply understanding our clients needs, identifying an action plan, and working diligently across the organization to ensure success of the strategy.
C-level executives call Sales Result when they know they have a good product, but the competition is killing them. Sales is surprised, forecasts are missed, and they wonder "what is going on here?"
Sales Leaders call Sales Result because they are closing deals, and don't have months of time to dedicate to training - if they step out of the sales process, quotas get missed and jobs are on the line.