Simple Sales Strategies
(Sales is not Marketing)
Presented by:
Simon Shepherd
3rd October 2013
Marketing v Sales
Marketing
Everything that you do to reach and
persuade prospects.
Sales
Everything that you do to close ...
SMEs Success in Marketing
 Direct Referrals
 SEO
 Events
 LinkedIn
 Business Mentors
 Advice from friends and family...
1. Increase number of customers.
2. Sell more to existing customers.
3. Frequency of purchase.
3 ways to grow your sales
A good salesman
 http://www.youtube.com/watch?v=dvUTKMAW7K4
Value
People do not buy a product or
service…..they buy the benefit that
the product or service will give or do
for them
5 practical tips
5 Practical tips
1. Elevator pitch
Elevator pitch
Who you are?
What you do?
Benefit/value to customer?
5 Practical tips
1. Elevator pitch
2. Talk to your customers
5 Practical tips
 Talk to your customers
 Why do they buy from
you?
 How could we improve?
 What else do you
need/requ...
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
4. Always follow...
Making that call
Rehearse
Stand up
Smile
5 Practical tips
1. Elevator pitch
2. Ask your customers/prospects
3. Build a Sales pipeline (& database)
4. Always follow...
 info@clientmarketing.co.uk
 @nxomarketingyks
 http://uk.linkedin.com/in/simonshepherdmarketing
 Business Cards
Contac...
GROWING YOUR BUSINESS TO TWICEIT’S SIZE
GrowthAccelerator… getting you there faster
22
The Big Picture
23
•Focus on the coaching of potential high growth SMEs
•Huge, flagship, business support programme (£200m...
Three key messages
24
High Growth Potential
• All sectors, all areas
• 20%+ pa sustained
Tailored support
• Overcome const...
What’s in it for us?
25
Primarily customised coaching
• Transferring skills and knowledge into the company
• Addressing st...
Who is it for?
26
Eligibility
• Any SME (i.e. < 250 employees, < £40m t/o, not part of larger group)
• Any sector, any pos...
Simple Sales Strategies
Simple Sales Strategies
Simple Sales Strategies
Simple Sales Strategies
Simple Sales Strategies
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  • GROWTH Manager LED:
  • Simple Sales Strategies

    1. 1. Simple Sales Strategies (Sales is not Marketing) Presented by: Simon Shepherd 3rd October 2013
    2. 2. Marketing v Sales Marketing Everything that you do to reach and persuade prospects. Sales Everything that you do to close the sale and get a signed agreement or contract.
    3. 3. SMEs Success in Marketing  Direct Referrals  SEO  Events  LinkedIn  Business Mentors  Advice from friends and family  Twitter  Online discussions  Blogging  Facebook
    4. 4. 1. Increase number of customers. 2. Sell more to existing customers. 3. Frequency of purchase. 3 ways to grow your sales
    5. 5. A good salesman  http://www.youtube.com/watch?v=dvUTKMAW7K4
    6. 6. Value People do not buy a product or service…..they buy the benefit that the product or service will give or do for them
    7. 7. 5 practical tips
    8. 8. 5 Practical tips 1. Elevator pitch
    9. 9. Elevator pitch Who you are? What you do? Benefit/value to customer?
    10. 10. 5 Practical tips 1. Elevator pitch 2. Talk to your customers
    11. 11. 5 Practical tips  Talk to your customers  Why do they buy from you?  How could we improve?  What else do you need/require?
    12. 12. 5 Practical tips 1. Elevator pitch 2. Ask your customers/prospects 3. Build a Sales pipeline (& database)
    13. 13. 5 Practical tips 1. Elevator pitch 2. Ask your customers/prospects 3. Build a Sales pipeline (& database) 4. Always follow up (by telephone)
    14. 14. Making that call Rehearse Stand up Smile
    15. 15. 5 Practical tips 1. Elevator pitch 2. Ask your customers/prospects 3. Build a Sales pipeline (& database) 4. Always follow up (by telephone) 5. Ask for referrals
    16. 16.  info@clientmarketing.co.uk  @nxomarketingyks  http://uk.linkedin.com/in/simonshepherdmarketing  Business Cards Contact details
    17. 17. GROWING YOUR BUSINESS TO TWICEIT’S SIZE GrowthAccelerator… getting you there faster 22
    18. 18. The Big Picture 23 •Focus on the coaching of potential high growth SMEs •Huge, flagship, business support programme (£200m) • 26k clients, 11 delivery partners, 800+ coaches • BIS funding – BUT participants must invest – it’s NOT free
    19. 19. Three key messages 24 High Growth Potential • All sectors, all areas • 20%+ pa sustained Tailored support • Overcome constraints to high growth • Coaching from private sector specialists Results • Achieve and surpass your full growth potential • Growth and jobs for UK plc.
    20. 20. What’s in it for us? 25 Primarily customised coaching • Transferring skills and knowledge into the company • Addressing strategy, sales, marketing, people, systems and operations • The building and execution of the game plan • GA client only workshops to complement the coaching • Leadership & Management development for senior team
    21. 21. Who is it for? 26 Eligibility • Any SME (i.e. < 250 employees, < £40m t/o, not part of larger group) • Any sector, any postcode in England Suitability • Any ambitious business that: – Is capable of it (capacity and opportunity) – Needs help to achieve it • Businesses looking to grow by: – Minimum of 20%+ pa growth sustained over three years
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