This document discusses 10 sales strategies for small and medium enterprises (SMEs). It outlines strategies such as market penetration, market extraction, market development, market expansion, product development, more customers per type, market intelligence, market sensing, freakonomics, and the AIDA funnel. It also discusses implementing a 90-day sales plan with weekly, monthly, and quarterly focuses, deliverables, benchmarks, and milestones. Metrics to measure in the plan include lead generation, proposals/negotiation, and order fulfillment. The document is from a company called Strategic Concepts that provides sales consulting services.

1. The Sales Strategy
Sa-Re-Ga-Ma of Sales
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2. NEXT
Strategy and Planning
10 Sales Strategies for SME's
Implementation - 90 days Plan
Metrics to analyse a Strategy
Presentation
Highlights
General Discussion Flow
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3. STRATEGY &
PLANNING &
TACTICS &
OPERATIONS
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What is the difference
between Strategy, Planning,
Tactics and Operations?
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4. 10 Sales
Strategies for
SME's
Sa-Re-Ga-Ma of Sales
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5. Market
Penetration
Acquire More Customers in Existing
Markets
Scan Target Group in Existing Markets
Sample / Demonstrate
Win Some, Lose Some
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6. Market
Extraction
Sell More to Existing Customers.
MCPC - More Customer per Customer
Cross Sell Complementary items
Up Sell Supplementary items
Reference Sell to high CSI score
owners
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7. Market
Development
Develop new forms of selling in existing
markets
Direct Selling
Channel of Distribution
Modern Retail Trade
Key Account Management
Institutional Selling
Exports
E-Commerce
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8. Market
Expansion
Sell in new Markets
New Geography / Territory
New Customer Silos
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9. Product
Development
New Products in Existing as well as New
markets
New products backed by research
New products backed by opportunity
assessment
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10. MCPT
More Customer Per Type
Cloud Mapping
Domain Expertise of a cloud
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11. Market
Intelligence
Learn from current failures of the market.
What is the weakness of competitor?
How to make it your strength?
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13. Market
Sensing
Learn from past experiences of the market.
Regression data analytics
What worked?
What did not work?
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15. Freakonomics
Sell for Free, Create a tribe as strong as
Cult!
Free Trial
Post Paid Retrial
Pre Paid Habit
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16. The AIDA
Funnel
Awareness, Interest, Desire, Action
How many did you make aware?
How did you convert awareness into interest?
How did you translate interest to desire?
How did you upgrade a desire into an action to
buy?
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17. The 90 days plan
Rome was not built in a day!
Week Wise
Focus
Deliverables
Monthwise
Benchmarks
Metrics
Quarter wise
Milestones
Yardsticks
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18. The Metrics
What should you measure in the 90 days plan?
Month 1
Lead Generation
Month 2
Proposals and Negotiation
Month 3
Order Fulfillment
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19. Contact Us
Ways to reach Strategic Concepts (I) Pvt Ltd
Corporate Website
www.consult4sales.com
Phone Number
9970506000
Email Address
sanjay@consult4sales.com