I’ve found that many people try to complicate the concept of “Sales.” The concept is simple- it’s the execution that’s the challenging part. You see, when you remove any process from the equation, things tend to get more difficult because one now has to think rather than already knowing what the next step is. The problem is, the real world doesn’t work on a process – the real world is dynamic, with outside sales being perhaps the most dynamic role in just about any organization.
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In addition to this blog and my videos, I also spend time answering questions and offering suggestions about sales via various social media outlets. One question that seems to repeat itself is “what’s the best way to start a call?” or some variation of this. In addition to the challenge of this question being far too vague to give a meaningful answer to (is this a cold call, first F-2-F with a customer, referral meeting, etc), there is no one size fits all answer to any aspect of the sales process. Check out this post to read more on how to go about opening a relationship with a potential client.
Now, through our Youtube channel, we’re creating even more original content for you to use in maximizing your sales resources. We’re in the midst of a Sales Plan mini-series, discussing the importance of a comprehensive and thought-out sales plan for your organization. The first three videos in this series are attached here, and stay tuned for more to come!
Properly defining Target market tends to be an area most small businesses require growth- it is really difficult to avoid the temptation to ‘cast as wide of a net as possible’. This primarily comes down to properly understanding the difference between ‘target’ and ‘addressable’.
Get a sneak peak here of the next installment in our Sales Plan mini-series all about Target market!
How does a small business go about finding new potential customers, clients, or partners? There’s LinkedIn, but that’s limited by the reach of your network and is extremely time consuming. There’s Local Chambers of Commerce, but that’s limited to small areas and opt-in membership – while they can be good resources for networking activities, they’re not very useful for larger scale campaigns. And most marketing database providers are cost prohibitive for all but the richest of small businesses.
So what is the answer? Read on to find out!
To say that “Team” is an iterative process is an understatement. Before you can properly define the Team, you’ve got to consider Target Market, Positioning, Marketing Strategy and Prospecting Strategy, all of which aren’t addressed until later in the plan. And, all of this has to be aligned with your business plan.
I’ve discussed Sales Organization strategies in previous posts, but let’s take a more in-depth look here.
“Sales Strategist” – sounds good, right?
During the Q&A portion of a recent presentation that I gave, I began thinking about sales plans, their connection to the business plan, and how to have the most significant impact on business. What I came up with is a new job description – the ‘Sales Strategist’.
I was on the phone earlier today with a partner (a keynote speaker, sales trainer and owner of a SEO company) discussing the different services Chicago Sales Strategies offers. He immediately asked me for my Value Based Sales workshop slidedeck when I mentioned I provided this service. We went on with our discussion and I sent him the presentation as soon as we hung up.
Within minutes of sending it, he called me again…