How to Create a Sales Strategy

Everyone talks about strategy, but do we really understand it?

There are two types of strategy-business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?”  But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys-Tom Peters, Jim Collins and the rest.

We’ll talk about sales strategy today. Because in our sales training business we find companies have spent very little time on sales strategy. Yet, it is the very thing that can propel enormous sales and revenue growth.  Sales strategy is the “how” of “how will we approach our clients and acquire them?” Cold calling is a strategy. Direct mail is a strategy. Neither are optimum, but both can work.
 

I prefer companies have a multi-point sales strategy. And “referrals” should ALWAYS be a component of it.
 
Here’s an example of one of our clients who came to us for help. They had 3500 customers across the Midwest. Their chosen strategy though, was to ignore a “referral” strategy and focus on prospects they didn’t know-commonly known as a “cold call” strategy. Absurd.
 
My Suggestion: 
 
My belief is that a sound sales strategy should make things easier-not harder. So if you have 3500 customers, I wouldn’t make even ONE cold call. I would do several things:
 
1. Do a Case Study (“white paper”)
 
Go back to those customers and do a “white paper” on how the solution impacted their business. Have a professional interview several contacts at the client, then get it transcribed and put it into a 3-5 page “study.” Then take that study and offer it on the website (get emails before you let people download it) and it becomes your brochure. Throw out all the brochures that puff about how good you are-and use the white paper to do that for you-in the words of your clients. There are even companies who do white papers (for about $2000).
 
2. Have a Seminar (User Forum) for Your Clients and Invite Prospects
 
Or have your customers invite their associates. I have yet to see a company who is selling their current customers EVERYTHING they could. There seems to be so much “testosterone” around conquering the new account that we forget about easy ways to do it.

 
3. An Educational Strategy
 
I would say one half of your prospects don’t know the scope of what you do-nor do they know how to think about your category of solution. Therefore, education is in order. You must educate them-not to how great you are (that’s a common blunder) but to what kind of pain they may be feeling without your solution. Every marketing book says that people are on a continuum from UNAWARE to ACTION. One stop on that continuum is COMPREHENSION-meaning, they comprehend that they have a problem worth solving.
 
These are a few of the many sales strategies that we use in our practice of helping sales teams increase revenue. I hope these can help you do the same.

What is Business Development Strategy?

Having a business means thinking about how you can further develop it in order to serve your customers well and maintain long-term stability. We all know that business is a world of competition, and without a good business development strategy, you might just find yourself out of the race for survival in the world of economy. A starting venture or even large scale venture must have a very good business development strategy in order to stay on top of the competition. There are a lot of things needed to be learned and done once you are in the business world.

A business man developing a good strategy is like an athlete that makes preparations before the competition, and thinks about what to do during the competition. The athlete makes sure that his or her mind and body are in great shape and in top form before the competition begins. The same should be true for a good business.

A good business development strategy keeps a your company updated with everything. It helps the management think of ways to be financially stable. Of course, most business is all about financial matters. And having financial stability is a must for a business. How can you come up with a new product or strategy if you are not financially stable? There might be some ways wherein you will be able to solve the problem, but chances are, it will take you a lot of time, and, in a competition, every second counts. Being financially secure can assure the business of stability, good performance, and innovations. It is also necessary for making renovations and new product creations or services. This is the reason why business firms look for the best accountant available that would take care of the accounting tasks.

A good business development strategy helps businesses to learn about the latest trend and helps to keep business within the latest trends through constant market research and marketing analysis. It also helps a business rise above the competition. A good business development strategy helps a business come up with important ideas that are needed for business productivity and proper business management. Without a business development strategy, business firms or companies will not be able to find ways in order to survive the competition that they are in, leading to improper business management and.

Business Strategy Implementation is a Must to Achieve Success

In every business, you will need to have your own strategy to get your business on the way. It is never easy to earn money through the internet. You need to have the right approach and the right tools to succeed. However, knowing the strategies is not enough; you have to proceed with the business strategy implementation.

Business strategy serves as your guide on how to run your internet business properly. You need to have the right way on how to succeed. It is usually divided into three types namely the business unit strategy, corporate strategy and the operational strategy.

Business unit strategy deals with the competition of your business to other companies and how you meet the expectations of the different customers. Corporate strategy on the other hand deals with the overall performance of the company which includes the relationship to all its investors. Lastly, the operational strategy is primarily concerned with the organization of the business in a particular market.

Business strategy is very important in order to achieve success in the internet. When business owners do not place enough time to concentrate on their business, they tend to lose instead of gaining. They need to keep an eye everyday on the progress of their business.

Whatever business strategy you have, make sure that you put it to action. Remember always that words without actions are useless. Study all the strategies that you have plan in mind and select the most appropriate plan that you can use. Learning from other people with professional skills regarding internet business is another way to gather added information on how to make your business successful.

Business strategy is a must in order to achieve success in your internet business. Earn more and more money with the right tools and strategies for your business. Be on the right path to achieve success.