In order to achieve success in your marketing and sales efforts, it's important to have a plan. By following 10 easy steps, you can create a plan that will help you achieve your goals. So what are these steps? Read on to find out!
If sales are important to your success, then you need a sales strategy.
It's not enough to know how many sales people to hire or what the sales quotas are for each team member - you have to have a plan.
A successful sales initiatives is one that includes key elements that can make or break your success.
That's why it's important that when launching any new initiative, you think through all of the potential obstacles and develop strategies in advance to overcome them.
Most plans include a detailed blueprint of management's best practises and processes.
Your customer is the most crucial factor to consider while deciding on and implementing a sales strategy.
As a result, there is no such thing as a one-size-fits-all sales initiative. Because each customer is unique, various firms should develop and implement unique strategies.
To help you get started, we've put together a list of 10 key sales and marketing initiatives that seem to distinguish many of today's top-performing BtoB sales and marketing organisations from their competition.
Use this as a guide to develop your own plan for success.
1. Use social media to boost online sales.
One of the most popular ways for people to get information these days is through social media.
As a result, nine out of 10 retail enterprises use at least two social media networks.
With the statistics on your side, increasing online sales through social media is possible with some smart preparation and innovative thinking.
Although it may be tempting to follow the latest social media trend or go where your competitors are, this is often not the greatest option for you.
You'll want to establish your pipeline as quickly as possible because time is of the essence.
So, be attentive in determining where your potential clients spend the majority of their time and meet them there.
Keep in mind that you may need to modify your tone and voice to fit the platform in order to connect with your audience.
You'll want your material to flow seamlessly with the platform and not stand out.
2. Establish yourself as a thinking leader.
Some of the most long-lasting strategies to grow your personal brand and add greater credibility to your organisation are to share your advise, tried-and-true best practises, and specialist expertise.
Nobody wants to feel like they're being marketed to, I'm sure we can all agree. It is preferable to assist people by providing solutions to their difficulties.
This is exactly what thought leaders do, and it's backed up by Edleman evidence.
In its 2020 Thought Leadership Impact Study, 88 percent of respondents agreed that thought leadership improves their perceptions of a firm.
Thought leadership content is not all created equal.
Poor thought leadership can have a negative impact on a company's sales goals just as much as it can have a good impact.
According to a quarter of decision-makers who responded to Edleman's survey, thought leadership content had a role in their choice not to do business with a company.
Ouch!
Before you go on a LinkedIn posting binge to generate leads, think about who your target audience is, what they need to know, and how your company can help.
Additionally, having a second set of eyes from your marketing, communication, and PR teams evaluate your plan beforehand to ensure everything is on-brand (and trackable!) may be beneficial.
3. Make inbound sales calls a top priority as hot leads.
"Should I disclose product pricing with a prospect on the first sales call?" is an age-old question.
The truth is that it depends.
You and your sales staff are well-versed in your method, so if you've had success presenting with pricing first, last, or somewhere in between, stay with it.
Furthermore, those prospects who call into sales first should always be prioritised by your staff.
These hot leads are clearly interested in what you have to offer and want to learn as much as possible about how it will benefit them before making a decision. This is one of the benefits using inbound sales can bring to your business.
You're putting your best foot forward and showing them that you're helpful, solutions-oriented, and thoughtful of their time by priority talking to these prospects as soon as they phone or send an email.
There's no harm in sealing the purchase on the first call if the customer gets all the information they need to make an informed decision.
4. Conduct thorough research and qualification of prospects.
Even the most effective sales plan can fall short if the wrong consumers are targeted.
Encourage your team to study and qualify prospects before approaching them about your product to guarantee they are selling to the proper type of consumer.
They'll discover that putting in more effort up front can lead to smoother closing conversations afterwards.
Outline the requirements that a prospect must achieve in order to be considered a high-probability potential customer.
This should be determined by the prospect's engagement history as well as his or her demographics.
5. Don't be afraid to make cold calls.
Cold calling is an inescapable part of the sales process. But it doesn't have to be a dreadful experience.
A multitude of cold calling tactics, including our bulletproof cold calling template, are proven to be effective.
Allow your sales staff to practise cold calling on each other before making genuine calls; this will build their confidence and familiarise them with the script.
6. Provide a product demonstration.
In a sales plan, pitching might be the make-or-break moment.
The sales pitch must be a forceful, captivating presentation, but it must not be overbearing or the prospect will be scared away.
Examine the components of a great sales pitch and show prospects how making the purchase will benefit them.
Allow your team to practise together as well. Better still, have a few loyal customers try your presentations and provide comments.
7. Deliver a personalised, well-defined end outcome.
Customers don't necessarily come to your firm seeking for a product or service; instead, they're looking for the end result they want.
These clients desire to buy a way to improve their own business or just improve their plans by using your service.
You must tailor the benefits to each client in a way that is valuable to them once you have explained your product or service offering.
If you're selling customer service software to a small firm that has never used it before, it's your job to educate them on how to utilise it in a small business context rather than in a larger one with hundreds of employees.
They will be able to see how they can utilise it more easily and spend less time arguing what they will use it for as a result.
Your buyer will be able to perceive the worth of the purchase and be more motivated to accept the offer if you paint a clear image of the ultimate outcome.
8. Be willing to change your product or service.
Expect to meet clients who have specific requirements during sales interactions. It's only natural when working with businesses with varying structures and requirements.
Rather than declaring "you won't" or "you can't," ensure that your sales plan is flexible enough to fit the customer's wishes.
9. Make confident business decisions.
It's just as crucial to complete a deal as it is to start the conversation.
Encourage your sales team to use clear, concise, and firm closing strategies to ensure they set the correct expectations and follow through on their commitments.
Having a list of tried-and-true closing strategies on hand will assist salespeople win business on a regular basis.
The now or never close, "If you commit now, I can get you a 20% discount," or the question close, "In your opinion, does what I am proposing to address your problem?" are examples of such tactics.
10. Maintain existing relationships in order to capitalise on future sales prospects.
There's no need for a sales plan once the deal is closed, right?
Wrong.
Account management is a crucial aspect of the sales process since it encourages consumers to stay loyal and pleased while also maximising cross-selling and upselling chances.
When your sales team has achieved success with the sales initiative, go the extra mile and build a partnership with your customer service/success teams.
Customers will be more likely to do business with your organisation again and even advocate for it if you ensure their continuing pleasure with your product or service.
Businesses should always be on the lookout for new ways to improve their sales initiative.
1. Update your buyer personas on a regular basis.
Buyer personas guide all aspects of your company's operations, including (and maybe most significantly) who your marketing and sales teams target as clients.
However, when the market and your company change, your buyer personas may become out-of-date, causing your sales team's activity to stagnate and become useless.
Refresh your buyer personas with your marketing team to better equip your sales staff for prospecting and outreach.
2. Make a concerted effort to link sales and marketing.
Create and honour a service-level agreement (SLA) between your sales and marketing teams, while we're on the subject of marketing.
This agreement will spell out how each team may support one another, contribute to one another's goals, and respect one another's boundaries while still converting prospects.
To synchronise Sales & Marketing goals and actions, download our free SLA Template for Sales & Marketing.
3. Make use of a customer relationship management system (CRM).
The correct tools are required for successful sales teams and strategies.
HubSpot's all-in-one CRM streamlines your sales activity and data by eliminating manual labour.
It also keeps your sales team informed about all relevant activity with prospects, which is a crucial aspect in motivating and aligning your team.
4. Pay attention to your leads.
Prospects aren't consumers, but that doesn't mean they can't provide useful feedback.
Ask for open feedback about your team and products as you progress prospects through their sales funnel and (especially) when they drop off.
You might pick up anything that will assist you convert them or your next lead.
5. Invest in sales training and team development.
Not only do the top sales teams align with their clients, but they also align with their teammates.
Without sufficient support and camaraderie, sales may be a challenging vocation that leads to burnout.
To keep your sales crew feeling fulfilled and supported, invest in sales development and team-building events.
Every business can benefit from developing a sales initiative.
Everything you'll need to tailor your strategy to your company and sales force is included in the free template below.
Always use a buyer-first strategy, regardless of which tactic you use. To improve your sales team and performance, take notes from these outstanding sales team examples.
