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7 Powerful Strategies for Strong Sales Growth Inc.com

2 hours ago Sep 01, 2015 . Login Subscribe. Subscribe ... Subscribe. Follow: Startup. 7 Powerful Strategies for Strong Sales Growth ... second most popular strategy to grow sales …

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8 Sales Strategy Examples Every Business should be using

5 hours ago

• 1. Defining Your Ideal Buyer Profile 1. Defining Your Ideal Buyer Profile Chasing unproductive leads is one of the most time-consuming and unproductive things your sales force can do. Those leads will never purchase anything from your company, no matter how skillfully you nurture them. To be effective when you market your business, your sales rep needs to have a good profile of the type of customer who most often interacts with your company: the ideal buyer profile. This really only exists in the B2B environment, as B2C should jump directly into developing their buyer persona, or a specific outline of the people they aim to work with. When building your ideal buyer profile, think of all the characteristics about your clients that make them a good fit for you. What patterns do you see? Make sure you take into account things like location, demographics, industry, employee count, revenue, and more. This doesn't mean you'll never have a customer who fits outside of these high quality parameters. It just means that your sales team's time is better utilized focusing on those who are most likely to become customers. There are three key steps to creating a solid buyer profile. First, you need to agree on what your company is about and what you want to concentrate on selling. Is there one core service or product you want to highlight, perhaps a highly profitable or particularly successful option? Second, make a list of your existing customers that are already using this product or service. What patterns emerge about the kind of companies and people you're working with? What did the buying cycle look like? Third, Write out a list of the characteristics that make this ideal buyer profile a solid fit. You'll find that each category might have multiple options. For example, companies that are 100-500 employees might be your best fit, but the second best fit might be 1000 or more. It doesn't mean they are a bad fit if they don't fall in the 100-500 category; it just means we want to prioritize them over others.    
• 2. Knowing When Someone Is Engaging With Your Company 2. Knowing When Someone Is Engaging With Your Company Another sales strategy example is knowing when a prospect is "raising his or her hand" or simply filling out a form or visiting a few web pages out of curiosity. For example, someone opening one email message or filling out one form is not showing signs of "high engagement." On the other hand, someone filling out multiple forms, clicking through several emails and/or visiting important pages on your site (like pricing and features pages) multiple times indicates that this person is a highly engaged marketing qualified lead (MQL). These parameters will be different for every company. You want to make best use of your sales team's time by passing these MQLs to them instead of just sending every lead (no matter how qualified) to the sales team. When you send too many (unqualified) leads to the sales team, you can actually make them less productive - not more cost effective. You also risk affecting morale, since sales agents will likely have to talk to more people in order to get a sale. The key to a good qualified lead strategy is to define the threshold where a lead becomes an MQL(marketing qualified lead). This, too, will be different for every company. For instance, it could equate to making five unique visits to important pages on your website, or requesting a free trial of your product or service, or downloading multiple premium content pieces.    
• 3. Building a Tailored Marketing Automation Program Around Your MQLs 3. Building a Tailored Marketing Automation Program Around Your MQLs Yet another common marketing challenge is how to move someone from the awareness stage to the consideration stage in the sales funnel. A good way to keep them interested and progressing toward becoming a satisfied customer is to send them tailored content around specific solutions, especially content that pushes on their pain points, while also sending the lead to your sales team. Improving your marketing strategies doesn't have to be a time-consuming and laborious task. You simply start with a solid foundation. These three examples of effective marketing strategies not only help conversion rates, but they help align your sales and marketing plan as well.     
• 4. drafting and preparing an online sales strategy 4. drafting and preparing an online sales strategy I think one of the best places to start a sales strategy plan is to understand how do you get the right kind of people in touch with your sales team in first place. We do this at web canopy Studio by defining a lead score.A lead score is the threshold that defines when a contact in our CRM becomes an MQL( or a marketing qualified lead). This system will allow you to identify the people who have high engagement with your company  compared to someone who might be at the very beginning of the buyer’s journey. To start lead scoring, you first need to decide on your company’s ideal buyer profile. If you apply a score to all of the traits that make up your ideal client, you're going to be able to say when someone needs a lead score of 25 or 30 they are ready to be sent to sales. The next thing that I would do is set up a system for when leads are passed from marketing to sales. This way your sales team is appropriately calling (use our to help!) and emailing the right people, instead of blasting all of your MQLs with obnoxious sales pitches. We don't want to get someone into the sales funnel only to be immediately turned off.  For example, a great sales strategy would be when somebody becomes an MQL, have your salesperson send them an email. This doesn’t have to be an extremely detailed message. In fact, you will be fine with just a quick email intro so that your MQLs are connecting with an actual person instead of just the marketing team. The next thing to have the sales team do is connect with them on and lastly try to set up a phone call. Feel free to space those out however you would like. We like to test a lot of different models with different clients. As of right now, our competitive strategy is to email someone right away followed by a call the next day. This sales process is a template we have implemented that you can use for your product or service. We're also big fans of video here at Web Canopy Studio and I think nothing speaks louder today than personalization. If I actually take the time and make a personalized video, this will mean a lot to a potential prospect. That video says that you're actually taking time out of your day, even if it's 2 minutes,  to make that personalization and add a touch that is unique to me.  For example, if I'm going to reach out to you as a prospect, I'm going to go to your website and I'm going to use the extension (on chrome). Using this tool, I'm going to have my face over your website so you know it's a personal video to you. During this video I will record a quick intro about myself and then talk about some things that we’re noticing on your website including suggestions of some ways we might be able to help. This is an especially effective approach for us in the marketing field.  
• 5. the ULTIMATE B2B SALES STRATEGY 5. the ULTIMATE B2B SALES STRATEGY The best B2B strategy is going to start with identifying the type of customer who is going to fit your company’s core ideal buyer profile. Ask yourself, “Who are the good fit people that we want to work with”? You are going to do this with the same exercises we touched on in Lead Scoring. One of the first things you want to start with his identifying who those good fit targets are for your business. For example, you know that your current clients typically offer 5 million to 10 million dollars in revenue, they have a company size of around 10 to 15 people and they all work in San Francisco, New York or Miami. Knowing that those are really great identifiers that your current clients have in common, you can begin targeting new prospective clients who also share these traits. You know if someone meets those demographics, that they are likely an ideal fit for your business. From here, you can even start to narrow the criteria even further. Take “industry” for example. If you work exclusively in the automotive industry, you want to target people who meet that specific criterion of “working in the auto industry.” You can do this through lead scoring by adding points to your current contacts that are in the auto industry. Start giving value to people who meet that criterion and then take points away for people who don't meet those criteria.  
• 6. Examples of a COMPETITIVE SALES STRATEGY 6. Examples of a COMPETITIVE SALES STRATEGY The most important ingredient of a competitive sales strategy is focusing on the customer above all. It is crucial to begin building your relationship and genuinely finding out how your services and offers can help them solve their problem. This way all of your interactions are sincere and you and your client can grow together. Much like a free trial, you can offer small products or services to get a potential client in-the-door and you can start to build a trusting relationship. This means as your client succeeds, it will hopefully lead to bigger opportunities for your business in the future.  The more personalized outreach you can do, the better. LinkedIn can be an amazing tool, but there are smarter ways to use it than just spamming people’s inbox. Instead, we are able to use LinkedIn to connect with prospects and gain some insight as to who they are and what their interests are. All of this information can be very helpful on a sales call and give you a huge advantage instead of going into the situation blind.    You can use these strategies at different points of the sales cycle to find what works best. Every time you try a new strategy you can measure your conversion rate and adjust as needed. 
• 7. sell using MODERN BUSINESS PLANS  7. sell using MODERN BUSINESS PLANS    This sales strategy example is about updating your business plan with a modern, and realistic, go-to-market plan process. The first place that you could look as is on our we have a that is going to give you a lot of great information to get started with. We layout how to bring in the right kind of leads for your sales team to nurture. Now obviously business plans are much more vast than just your go-to-market strategy. However, this is probably one of the most important components to a business plan. So if you’re looking for an easy way to get started, check out our marketing strategy template. Of course, it’s free and comes with great resources.   
• 8. INTERNAL GROWTH STRATEGIES 8. INTERNAL GROWTH STRATEGIES

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8 Sales Growth Strategies That Win - TCI Business Capital

1 hours ago

• November 21, 2016 November 21, 2016 The success of your company depends on how well you sell your product and services, because this is the bottom line. Sales generate revenue, which is essential for the growth and success of a company. Naturally, it’s important to have a solid sales plan in place to ensure success. There are several strategies you can use to encourage sales growth and increase your company’s income but they need to be implemented carefully and thoughtfully. Here’s a brief introduction to 8 strategies that will help you out. Sales Growth Strategies
• 1. Evaluate Your Current System 1. Evaluate Your Current System If you’re experiencing low sales, it’s important to evaluate your current system and revise it if needed. Most modern sales and marketing strategies involve regular analysis and this allows business owners to see if their systems work well. Without analysis, you won’t be able to spot flaws and correct them in order to improve the overall result. Before you implement any sales strategy, you should ensure your foundation is solid because any improvements on top of bad basics will only lead to failure.
• 2. Explore Your Existing Markets First 2. Explore Your Existing Markets First Many businesses look outward for growth instead of exploring their current market thoroughly and utilizing its full potential. You already have a set system and structure in place so why not milk it for all it’s worth? If you start expanding your business without standing on firm ground in your current market, you’ll waste your resources and hamper your company’s potential for growth and revenue. Your sales team is already familiar with your current market and knows how to handle the process; so they should be able to reach out to newer prospects and increase the customer base in the same sphere. This is the easiest way to get some sales growth.
• 3. Extend Product Lines 3. Extend Product Lines One of the best ways to increase sales growth is to extend your product lines to offer a more comprehensive experience to your prospective customers. For example, a cosmetic manufacturing company could also produce accessories like makeup brushes so that customers will have a more comprehensive product and won’t have to look at other brands for essential items. There are many ways in which you can expand your product line, and you won’t even need to put in much effort into planning. You can ask your existing customers about potential product ideas connected to the current lines through surveys and other such mediums. Not only would this give you some great ideas, but it could also improve your overall reputation with your customer base.
• 4. Consider New Client Demographics 4. Consider New Client Demographics It’s a good idea to find your niche in your industry and market heavily in it; but sometimes you can miss other potential markets as well. For example, a company that manufactures office supplies might sell their products to large corporations, state, and government entities. But they can also establish a relationship with B2B entities like ecommerce retailers and other such platforms and see great success. You need to consider your products and services carefully and figure out just who might be interested in them. Sometimes, you might find customers in unexpected places so it’s a good idea to keep your eyes open. If you don’t hesitate to explore new customer bases, you’ll see considerable growth in your overall sales and revenue.
• 5. Consider Exporting 5. Consider Exporting You’ve looked inward and explored the full potential of your current market. Now it’s time to look outward and consider the potential of an international or global market. This is something very few domestic companies do, and they miss out on enormous growth prospects. Many companies just keep their focus on sales within the country and might sell to clients right across the border. However, there are large, thriving markets in Europe and Asia that can easily take your sales to new heights. Yes, exporting does involve some hassle and problems because you have to deal with international shipping and billing, but the potential sales growth makes that an acceptable trade off. You can sell your products to ecommerce retailers in other countries and let them handle marketing and distribution.
• 6. Consider New Channels of Distribution 6. Consider New Channels of Distribution Most customers want easy access to products and services and that’s not always easy to deliver. While you can establish a new unit in every state or city you sell your products and services in; this will require time, effort, and money. It’s a much better idea to find different distribution channels that will not only expand your reach, but also lessen your burden. You can partner up with distributers, supermarkets and other such establishments, or establish an association with online retailers and e-commerce companies. You’ll see an almost immediate growth in the overall sales and revenue of your company.
• 7. Don’t Skip on Training and Seminars 7. Don’t Skip on Training and Seminars In the end, sales growth depends largely on the skills and determination of your sales staff. This job can quickly become habitual and monotonous, which can have a negative impact on how your sales team communicate with your prospects. If you really want to see growth, you need to ensure your skills stay sharp and your knowledge stays current. You can offer refresher courses and frequent seminars to ensure your employees don’t slide back into monotony and start underperforming. Seminars and training sessions might also teach your team new techniques and provide information they need to improve their overall performance as this will help to lead to sales growth and also have a direct impact on your company’s reputation.
• 8. Add a Personal Touch to Your Communications 8. Add a Personal Touch to Your Communications If you want to receive a good amount of sales, you need to establish a healthy relationship and rapport with the prospect in very little time. You can’t accomplish this by being impersonal and stiff, as this may just put your prospective customer off and you’ll lose their interest. You need to introduce a casual and friendly tone to all your communications with your clients, both written and verbally. If you follow these strategies, you’ll see great deal of sales growth and your company will thrive.   Share   or let us know how to best contact you. Get a quote by phone Email us a question Name* Phone*Company* Email* CAPTCHAPhoneThis field is for validation purposes and should be left unchanged. Name* Email Address* Phone*Company* Your Question - Please do not submit any sensitive information through the general email. If you need to communicate confidential information to us, please contact us directly at the number above.*CAPTCHANameThis field is for validation purposes and should be left unchanged.

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Sales Strategy by Ex-McKinsey - Best Practices, Sales

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