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9 SECRETS TO BUILDING
A SALES MACHINE
Every emerging company knows that in
order to succeed in the competitive
market place, it’s not just about creating a
kill...
But how do you go about building an
unstoppable sales machine? Read on to
find out our 9 tips on what it takes to
achieve s...
1. Identify the decision-
makers
Identify your buyer’s and understand their buying
process. While it’s great to have a champion, it’s
important to target y...
2. Understand your
customer’s buying
experience
Diagram your customer’s buying process from the
perspective of each key player in the game. Only
once you’ve understood th...
3. Create a customer-
centric process
The tides have changed and buyer’s have more
information at their fingertips than every before.
But that doesn’t mean that ...
4. Understand what
motivates your customers
Don’t be afraid to step into their shoes. To start building
a successful sales machine you need to learn what
motivates yo...
5. Set clear cut
qualification criteria
Make sure that the lead qualification criteria is set and
understood between sales and marketing.
Marketing is bringing in ...
6. Find the right
automation tool
Automation is key to have a well oiled sales
machine. So define the technologies necessary to
optimize your processes and i...
7. Optimize cost
acquisition
Marketing Success = Sales Success
Every action taken by your marketing team should
be clearly linked to a beneficial outcom...
8. Align your marketing
efforts
Launch marketing campaigns that are aligned with
your goal: closing more deals.
If it doesn’t lead to CLOSING deals, it sh...
9. Measure your results
and act
Identify your
bottlenecks and
blockage points
Think like your
customer
Lure them in with
an attractive
solution
Address th...
You’ll know you’ve accomplished once
your sales machine achieves:
Predictability
Scalability
Cost
Optimization
Automation
Building a sales machine isn’t easy, and it takes a
lot more than 20+ slides.
This year’s Forecast Sales Conference will t...
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9 Secrets to Building a Sales Machine

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Building a sales machine is hard, but the Forecast Sales Conference is up to the challenge. Read on to learn our 9 secrets to building a sales machine.

This is just the tip of the iceberg. To fully understand the ins and outs of building a sales machine, you have to be at the Forecast Sales Conference. Visit our website, forecast2015.com, for more info.

Published in: Sales
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9 Secrets to Building a Sales Machine

  1. 1. 9 SECRETS TO BUILDING A SALES MACHINE
  2. 2. Every emerging company knows that in order to succeed in the competitive market place, it’s not just about creating a killer sales process. It’s about building a sales machine.
  3. 3. But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what it takes to achieve sales machine greatness. But how do you go about building an unstoppable sales machine? Read on to find out our 9 tips on what it takes to achieve sales machine greatness. This is just the tip of the iceberg. To fully understand what it takes to build a sales machine, you need to be at Forecast Sales Conference, happening June 11th in SF. Learn more at forecast2015.com
  4. 4. 1. Identify the decision- makers
  5. 5. Identify your buyer’s and understand their buying process. While it’s great to have a champion, it’s important to target your decision-makers early and fast so your plan of attack is efficient.
  6. 6. 2. Understand your customer’s buying experience
  7. 7. Diagram your customer’s buying process from the perspective of each key player in the game. Only once you’ve understood their process can you draw from it to properly build your own sales process.
  8. 8. 3. Create a customer- centric process
  9. 9. The tides have changed and buyer’s have more information at their fingertips than every before. But that doesn’t mean that they have access to the right information. Buyer’s are now in charge so it’s important to build a sales and marketing process that is customer- centric.
  10. 10. 4. Understand what motivates your customers
  11. 11. Don’t be afraid to step into their shoes. To start building a successful sales machine you need to learn what motivates your buyer’s decisions and gets them excited. Learn their motivations for each action that you plan to take.
  12. 12. 5. Set clear cut qualification criteria
  13. 13. Make sure that the lead qualification criteria is set and understood between sales and marketing. Marketing is bringing in your leads - it’s important to ensure that the leads coming in meet your sales reps’ standards.
  14. 14. 6. Find the right automation tool
  15. 15. Automation is key to have a well oiled sales machine. So define the technologies necessary to optimize your processes and implement them. By investing in automation systems you’ll be investing in sales productivity. Win-win.
  16. 16. 7. Optimize cost acquisition
  17. 17. Marketing Success = Sales Success Every action taken by your marketing team should be clearly linked to a beneficial outcome. If it doesn’t move prospects through your pipeline,it doesn’t belong in your process.
  18. 18. 8. Align your marketing efforts
  19. 19. Launch marketing campaigns that are aligned with your goal: closing more deals. If it doesn’t lead to CLOSING deals, it shouldn’t be in your marketing wheel house. Social Media Events SEO White Papers Webinars CLOSING MORE DEALS
  20. 20. 9. Measure your results and act
  21. 21. Identify your bottlenecks and blockage points Think like your customer Lure them in with an attractive solution Address their concerns Implement a metric- driven sales culture
  22. 22. You’ll know you’ve accomplished once your sales machine achieves: Predictability Scalability Cost Optimization Automation
  23. 23. Building a sales machine isn’t easy, and it takes a lot more than 20+ slides. This year’s Forecast Sales Conference will teach sales professionals and thought-leaders the different aspects of building a sales machine. Learn from those who know it best and grow your career. Learn more about Forecast

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