Post by account_disabled on Jan 23, 2024 2:18:11 GMT -5
How do you create the best and most effective sales strategy? A lot of advice out there tells you that as long as you have a documented plan, a solid process, and a bullpen full of reps who know your solution inside and out, you're good to go. Well, not quite. The problem is that most sales strategies are too inward focused. They succeed in documenting internal procedures, but lose sight of the messaging and skills your reps need to communicate value to your prospects. Consider the following knowledge: Research from SiriusDecisions shows that the number one inhibitor to achieving sales quotas is an " inability to communicate a message of value."
In related research in which SiriusDecisions asked customer execu B2B Email List tives about the quality of interactions with salespeople, only 10 percent said that sales calls provide enough value to warrant the time they spent on them. A Forrester Research study found that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that only seven percent of executives surveyed say they would probably plan a sequel. In other words, if your sales force can't communicate value—why your solution is different, better, and worth more—your sales strategy won't help you get more sales. So what can you do? In this article, you'll learn 8 tips for building a sales strategy that actually works.
Each is backed by behavioral research and has been rigorously studied to be effective in B2B sales situations. But first, it's important to step back and clarify what it actually means to create a successful sales strategy. What is a sales strategy? Sales strategies are meant to provide clear objectives and direction for your sales organization. They typically include key information such as growth goals, KPIs, buyer personas, sales processes, team structure, competitive analysis, product positioning, and specific sales methodologies. Most of these guidelines are useful for communicating goals and keeping your sales reps on the same page. However, where most sales strategies fall short is that they are too focused on the inner workings of your organization.
In related research in which SiriusDecisions asked customer execu B2B Email List tives about the quality of interactions with salespeople, only 10 percent said that sales calls provide enough value to warrant the time they spent on them. A Forrester Research study found that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that only seven percent of executives surveyed say they would probably plan a sequel. In other words, if your sales force can't communicate value—why your solution is different, better, and worth more—your sales strategy won't help you get more sales. So what can you do? In this article, you'll learn 8 tips for building a sales strategy that actually works.
Each is backed by behavioral research and has been rigorously studied to be effective in B2B sales situations. But first, it's important to step back and clarify what it actually means to create a successful sales strategy. What is a sales strategy? Sales strategies are meant to provide clear objectives and direction for your sales organization. They typically include key information such as growth goals, KPIs, buyer personas, sales processes, team structure, competitive analysis, product positioning, and specific sales methodologies. Most of these guidelines are useful for communicating goals and keeping your sales reps on the same page. However, where most sales strategies fall short is that they are too focused on the inner workings of your organization.