A SALES STRATEGY
IS A COMPREHENSIVE PLAN TO GET CUSTOMERS TO PURCHASE YOUR PRODUCTS AND SERVICES. WHILE IT CAN BE BASED ON YOUR MARKETING AND BUSINESS STRATEGIES, A SALES STRATEGY FOCUSES ON MAKING THE SALE RATHER THAN INCREASING THE VISIBILITY OF YOUR COMPANY.
SALES STRATEGY
• Sales Pipeline
• Sales Channels
• Direct
• Indirect
• Sales Collateral
• Pricing
• Description
• Benefit
• Contract
SALES PROCESS - DIRECT SALES
Product Knowledge
Pipeline Planning
Request Meeting
Presentation Practice
Presentation Strategy
Follow up
Competitor Research
Verbal Confirmation
Prospecting
Target Research
1
Qualifying
Proposal ProposingProposal Clarification
Closing
Implementation
Contract
12
SALES PIPELINE
• Sales Pipeline
• Visual representation of sales prospects and where they are in the purchasing process.
• Provide an overview of a sales rep's account forecast and how close he is to making quota, as well as how close a sales team as a whole is to reaching quota.
• Part of a Client Relationship Management Tool (CRM)
TARGET RESEARCH
• Research the person/s you will present to.. Linked-in, google
• Know the organization -…Website
• Practice the value proposition
• Know their partners
• Visit their social channels
• Answer WHY?
Sales Collateral
• Presentation
• Pricing Tables
• Proposal
• Features / Benefits Comparison
• Non-disclosure
• Contract
Your Presentation
• Brand Attire
• Greeting
• Punctuality
• Conversation
• Jargon
• Positive Language
• Follow up