American sales strategist Mike Puglia said: “Establishing trust is better than
any sales technique.” When you are looking at developing a strategy for
sustainable sales growth the quality of the relationships you have developed
with your prospective clients will be critical to your success.
those relationships and the trust that goes with them needs to be planned
carefully. Without an overarching plan, any sales activity will lack focus and
outcomes will be harder to measure. A sales and marketing plan needs to cover
all the elements needed to deliver new customers to your business. To do that you
need to build understanding of who they are and where to find them. In particularly,
you need to consider the below elements:
- Target market analysis – A target market analysis assesses how your product or service fits into
the markets where it will gain the most traction with customers. A target
market analysis will help you establish strategies for effective marketing and
sales techniques, by simply being where your clients are.
- Finding opportunities for growth – Identifying where clients’ needs are not being
met within the market place, or where problems are left unsolved, are good
places to find opportunities for sales growth.
- Setting clear goals – We have all come across SMART objectives and they remain a good guide
to goal setting. They provide a base for building KPIs against which you can
assess the success of your plan.
work with you to build a sustainable sales and marketing strategy. Creating
that plan will require a comprehensive understanding of your business, and we
undertake the analysis of both your business and the marketplace that will
build the knowledge needed to create sales growth. With that strategy created
we will then be able to support its roll out into your business through our
Sales Enablement service.
Building a sales process tailored to your business and
supporting the training of your sales team in its implementation are the first
steps. It may be that our business development team can support the early
generation and nurturing of the leads created by your plan, freeing up your
skilled salesforce to concentrate on closing deals and supporting existing
experience in all aspects of sales and marketing support makes us the ideal
partner for businesses looking to grow in 2022. We can help you create and
implement a clear business development strategy and generate and nurture leads
to the point that your sales team can take them on to orders.
Get in touch to learn more about how we can help
or watch this 60 second video to learn more about our service: https://youtu.be/BFwVi-LxQqQ
lead our blogs with a quote from a writer or speaker on sales techniques, but
inspiration for how you approach sales improvement can come from many sources.
In this case Bruce Springsteen “Getting an audience is hard. Sustaining an
audience is hard. It demands a consistency of thought, of purpose and of action
over a long period of time.”
who has built a successful career on consistency and developing relationships
with his audience, The Boss is a good role model when it comes to looking at the
process which goes on in the mind of the customer when they are moving towards
a decision to buy from you. All successful selling follows a process of
building and developing relationships. These can take some time to solidify and
yield results. To be effective the process of taking the initial interest and
nurturing it needs to be very specific and based on a clear understanding of
the prospect’s requirements and expectations.
The best way of achieving that understanding is to have a
carefully crafted sales process that follows your customer’s journey from the
initial interest through to cementing the relationship. Your Business
Development Team works with our clients to create a tailored
sales process which is the essential first step towards converting more
prospects. Identifying and refining your target markets and the key points that
will encourage them to buy from you leads into the sales process that guides
them to an understanding of your business and how it will work for them. With
the sales process in place YBDT can help you communicate it to your sales teams
and support its roll out into your business.
Identifying and nurturing the prospects who will contribute
to your sales growth is as we have said before, time consuming. We have pointed
out in earlier blogs that it can take anything from five to eight contacts to
bring a company to the point where they are ready to buy, and it’s a point we
can’t make often enough as so many businesses give up early in the process. Using
our specialist business development team to call the prospects in your sales
pipeline to feed consistent high-quality leads into your account managers and salespeople
frees their time up to concentrate on closing sales and supporting existing
Bruce Springsteen’s first two albums were commercial
failures. But he had the building blocks in place to understand what his
audience wanted from him, and the tools to deliver it, and used them to create
the successful work that followed. YBDT can offer you the tools to build a
consistent process which will lead to your sales success. Get in touch to
learn more about how we can help you generate, nurture, and convert your