Over the last two years most businesses have inevitably simply been reacting to circumstances. What this means is that for 2022 creating a clear sales strategy will be a key component in the drive for the growth that was not realised in 2020 and 21.
Without a strategy, sales managers will make decisions based on what is currently in their minds. This usually results in constant changes of direction and much wasted effort as the latest great idea is chased down. A sales strategy will deliver clear priorities, guidelines, and goals that the whole team can understand and work with.
A great example of how this can work is YBDT’s work with TC Consult, a Cardiff based Quantity Surveyor and Construction Project Manager. At first sight the sale strategy for a business like this may seem straightforward. Construction projects can take anything between 3 months and 3 years before any earth is moved. But with every potential project at different stages along the path, and multiple contacts within the target companies, understanding what they want to achieve from each contact, email, phone, or LinkedIn, means that no opportunity is missed.
With a team of specialists in all aspects of sales, as well as working hand in glove with TC’s existing marketing and leadership team, YBDT are in an ideal position to support the creation and implementation of a detailed sales strategy. As David Champs, director of TC Consult, told us; “using YBDT gives you an opportunity to focus on your sales process, find new sources for lead generation and it helps you focus on your core business.” He said, “I’ve enjoyed working on the content, the sales consultancy has really developed nicely, and the attention to detail in the administration has been excellent”.
YBDT’s meticulous approach to building sales strategies for a wide range of businesses supports and supplements existing sales and marketing resources. From arriving at a clear definition of your target markets, to a comprehensive understanding of products, USPs and trading story, YBDT will guide you towards a sales strategy in line with your vision and goals for the business.
The next step in planning is creating a workable and effective sales process which includes recognising and acting upon initial interest and then nurturing the prospect to the point that they can make buying decisions. YBDT can examine your existing process and work with you to refine it to provide your sales team with qualified quality appointments with customers ready to buy.
To quote David Champs again, working with YBDT is “a much quicker more efficient process than trying to organically grow a sales team”. Get in touch with your Business Development Team to start planning your route to sales in 2022.
You can access and read the full case study covering our work with TC Consults here.