Creating a Sales Strategy
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Creating a Sales Strategy
- 1. copywrite MySalesDirector Ltd 2007 Martin Driver From MySalesDirector
- 2. copywrite MySalesDirector Ltd 2007 “If People Know What They Want, Understand How To Achieve It, And Have The Ability To Action This… The Odds Of Success Increase Dramatically”
- 3. copywrite MySalesDirector Ltd 2007 Creating A Sales Strategy… What Is Strategy The Oxford English Dictionary, Quote…. • “A Plan To Achieve A Long-Term Aim” • “Planning and Directing A Military Activity in A War Or Battle”
- 4. copywrite MySalesDirector Ltd 2007 Creating A Sales Strategy •Big Picture, Route To Market Account Strategy •Specific Deal Game Plans What We Will Cover Today…
- 5. copywrite MySalesDirector Ltd 2007 What Do You Want… Goals •The Big Picture Thinking, Blue Sky Objectives •The Practical Steps Needed To Achieve The Goals
- 6. copywrite MySalesDirector Ltd 2007 What Do You Want… Goals • Short Term (0 To 12 Months) • Mid Term (12 To 24 Months) • Long Term (24 To 60 Months)
- 7. copywrite MySalesDirector Ltd 2007 What Do You Want… Goals • Relevant • Precise • Accurate • Time Bound
- 8. copywrite MySalesDirector Ltd 2007 What Do You Want… Objectives The Steps Needed To Achieve Goals • Specific What Do You Want • Measurable What Is Success • Achievable Is It Realistic • Results Will It Achieve Bus Results • Time When Will It Be Done
- 9. copywrite MySalesDirector Ltd 2007 Route To Market… What Is Your Market Place • Who Do I Sell To • What Is The Market Size / Potential • How Mature Is The Market • What Are My Key Differentiators
- 10. copywrite MySalesDirector Ltd 2007 Route To Market… Who Else Operates In This Space • Who Are Your Competitors • How do They Operate • What Are There Strengths & Weaknesses • What Are The Alternatives
- 11. copywrite MySalesDirector Ltd 2007 Route To Market… A C C H awareness consideration coverage hit rate Key Areas To Consider Prospecting Sales
- 12. copywrite MySalesDirector Ltd 2007 Process, Style and Structure … • How Will You Have To Work (Process) Beginning, Middle and End Of The Sale • What Type Of Sale Is Needed (Style) Transactional, Solution, Consultative • What Is Your Org Design (Structure) Field Sales, Telesales, Agents, Media
- 13. copywrite MySalesDirector Ltd 2007 Sales Management… How Will You Drive Success • Setting Sales Targets • Measures • Sales Reviews • Coaching And Motivation
- 14. copywrite MySalesDirector Ltd 2007 Account Strategy Specific Account Game Plans
- 15. copywrite MySalesDirector Ltd 2007 Account Strategy… “From The Moment You Pursue A Sale Someone Is trying To Beat You To It…” “From The Moment You Win It Someone Is Trying To Take It From You…”
- 16. copywrite MySalesDirector Ltd 2007 Account Strategy… Four Effective Account Strategies • Attack • Defend • New Game • Additional Supplier
- 17. copywrite MySalesDirector Ltd 2007 Account Strategy… Attack (What You Need) • Clear Advantage - In Value, Performance etc. • Customer Agrees Advantages • Customer Support, Sponsor • Ability To Act Quickly
- 18. copywrite MySalesDirector Ltd 2007 Account Strategy… Defend (What You Need) • Credibility With Your Customer • Good Customer Relationships • Customer Understands Your Value • Account Intelligence
- 19. copywrite MySalesDirector Ltd 2007 Account Strategy… New Game (What You Need) • Credible Business Case • Customer Support, Sponsor • Good Timing • New Game Plays To Your Strengths
- 20. copywrite MySalesDirector Ltd 2007 Account Strategy… Additional Supplier (What You Need) • Good Account Intelligence • Customer Support, Sponsor • Good Relationships • Ability To Respond Well and Quickly
- 21. copywrite MySalesDirector Ltd 2007 Sales Strategy… Summary • Know What You Want • Understand How To Get It • Decide How Best To Operate • Make It Happen !
- 22. copywrite MySalesDirector Ltd 2007 The Final Word… Know yourself, know your enemy, and you need not fear one hundred battles. Know only yourself and not your enemy, and for every victory gained you shall sustain defeat. Know neither yourself nor your enemy, and you shall succumb in every battle. Your strength will eventually become your weakness. The key to victory is not in defeating the enemy, but in defeating the enemy's strategy; therein lies their vulnerability (The Art Of War-Sun Tzu)