How to Create a Sales Strategy

Everyone talks about strategy, but do we really understand it?

There are two types of strategy-business strategy and sales strategy. Strategy, at it’s core, is “how will we accomplish our goals?”  But business strategy is very different than sales strategy. I’ll leave business strategy to the big boys-Tom Peters, Jim Collins and the rest.

We’ll talk about sales strategy today. Because in our sales training business we find companies have spent very little time on sales strategy. Yet, it is the very thing that can propel enormous sales and revenue growth.  Sales strategy is the “how” of “how will we approach our clients and acquire them?” Cold calling is a strategy. Direct mail is a strategy. Neither are optimum, but both can work.

I prefer companies have a multi-point sales strategy. And “referrals” should ALWAYS be a component of it.
Here’s an example of one of our clients who came to us for help. They had 3500 customers across the Midwest. Their chosen strategy though, was to ignore a “referral” strategy and focus on prospects they didn’t know-commonly known as a “cold call” strategy. Absurd.
My Suggestion: 
My belief is that a sound sales strategy should make things easier-not harder. So if you have 3500 customers, I wouldn’t make even ONE cold call. I would do several things:
1. Do a Case Study (“white paper”)
Go back to those customers and do a “white paper” on how the solution impacted their business. Have a professional interview several contacts at the client, then get it transcribed and put it into a 3-5 page “study.” Then take that study and offer it on the website (get emails before you let people download it) and it becomes your brochure. Throw out all the brochures that puff about how good you are-and use the white paper to do that for you-in the words of your clients. There are even companies who do white papers (for about $2000).
2. Have a Seminar (User Forum) for Your Clients and Invite Prospects
Or have your customers invite their associates. I have yet to see a company who is selling their current customers EVERYTHING they could. There seems to be so much “testosterone” around conquering the new account that we forget about easy ways to do it.

3. An Educational Strategy
I would say one half of your prospects don’t know the scope of what you do-nor do they know how to think about your category of solution. Therefore, education is in order. You must educate them-not to how great you are (that’s a common blunder) but to what kind of pain they may be feeling without your solution. Every marketing book says that people are on a continuum from UNAWARE to ACTION. One stop on that continuum is COMPREHENSION-meaning, they comprehend that they have a problem worth solving.
These are a few of the many sales strategies that we use in our practice of helping sales teams increase revenue. I hope these can help you do the same.

What Is Your Internet Marketing Strategy?

Internet Marketing Strategy is all about the strategy to improve your online marketing business with many different ways. You can stay on the internet and watch the other people get rich from this thing or you can follow their ways to improve your online business skills. It is a detailed and methodical plan of action made by an entrepreneur to achieve success in his online business career. It is also considered to be a hypothesis that suggests the direction of an online business to fulfill its vision or goal and at the same time maximize the potential of the success of a business in the future. It strategy is very similar to other marketing strategies.

Business owners who do not know a great deal about Internet marketing but who wish to implement Internet marketing into their overall marketing strategy should carefully study the basic principles of Internet marketing before launching their online marketing campaign. Fortunately for these business owners there are a variety of options for learning about it. Business owners may have a great deal of difficulty trying to run their business and organize their marketing.

Developing a successful marketing strategy is an essential part of your online success. In order to succeed, you must develop and implement a strategic plan. Developing an internet marketing strategy is essential for any business as traditional avenues of advertising and marketing become less relevant to the modern consumer. Whether you sell online or offline, locally or internationally, the internet is key to understanding your target market and your Web site is essential for communicating with them. Develop a high-quality product that fills a void to increase your chance of success.

Online Reputation Monitoring and Management has become an essential part of doing business today. And it applies as much to individual as it does to corporations. Online visitors heavily rely on search engines to find any thing in the web. Search engine marketing tips are great source to help you in this.

Sites like EBay and Amazon were the first major money players in their fields, giving them a huge advantage over subsequent competitors. Unless you are coming to a field with a lot of money and no current dominant site, your branding goal is going to meet with failure or limited success at best. Site owners can be bombarded with pitches about marketing and it is hard to sort out what should be done. In this paper, a short term marketing strategy is.

Online advertising is an internet marketing strategy that is defined as a paid promotion of your goods, services, your company and your ideas. Most online marketers see online marketing as part of an overall promotional strategy. Online PR tools can play a major role in producing the broad visibility you need. Search engine visibility is strongly linked to brand awareness and credibility.

Is Your Business Under Fire?

As a business owner, is your enterprise truly thriving, or are you feeling the pressure from your competitors who are breathing down your neck? If your business is not what you want it to be, what do you think is really going on? Being a business owner is probably one of the most challenging and rewarding aspects of life, and at this time of year, we all need a quick business reality check. This article will provide you with a quick assessment of the business behaviors which are contributing to your success or those which might be triggering failure. As you are reading each statement, perform a quick self assessment. Can you answer “yes” to each statement? If not, your business might be under fire, and it’s time to turn it around.

1) I know exactly why I’m in this business to begin with.

Whether it’s a sense of freedom that’s driving you or a need to connect to your customers in a special way with what you have to offer, your business “why” needs to be clear. By knowing the why, your business can gain momentum by having a clear direction and specific measurable outcomes.

2)I understand and have implemented the fundamental principles of business.

This means you have a good working knowledge of business strategy (business planning and marketing) and the systems necessary for business success such as bookkeeping/accounting, legal issues, database management, and entity structuring. Once you have educated yourself about these fundamental principles, the next step is to implement and carefully monitor the systems that will keep your business moving forward.

3)I am taking reasonable risks.

Contrary to popular belief, savvy entrepreneurs do not take wild risks. They balance their sense of adventure and out-of-the-box thinking with common sense, due diligence and research. Taking ongoing reasonable risks will infuse energy and life into your business and will actually challenge you to stretch and grow as both a business owner and a person.

4)I know how to mitigate risk.

Do you have liability insurance, a back-up system for your paper and electronic documents, proper contracts and agreements? If not, you may be setting yourself up for risky business. Get your business in order, and make sure that your goals, methods and protocol are clearly spelled out and that your team is aligned with where you are going.

5)I know how to make decisions quickly.

You’ve heard the cliché “time is money”. There’s definitely some truth to that. As a savvy business owner, you will be called to combine your knowledge and your intuition to make decisions that are quick and smart. In today’s fast-moving, high tech world, the name of the game is “speed to market”, and your ability to make good choices without dragging your feet is critical to your ability to create the momentum necessary to pull your business forward and to create a competitive advantage in the marketplace.

6)I am developing networks and strong working relationships both inside and outside my industry.

Collaboration is powerful and synergistic, and the possibilities and solutions for your business increase exponentially by having a strong network. Building a network inside your industry will strengthen your expertise, but the real juice in networking happens when you begin to reach out beyond the bound aires of your profession to people who can bring fresh ideas and creative perspectives to your business.

7)I understand that implementing a great strategy is critical to my success.

Having a great strategy is key to creating a sustainable competitive advantage in your industry, and knowing which strategies to implement can be a formidable task. Choosing a strategy is simple, yet the execution of the strategy is where most business owners fall short. With a careful, planned approach to execution, your strategic goals can be attained. Working with a coach who specializes in strategy and execution can support you in moving through the obstacles which will pop up along the way.

8)I effectively implement sales, marketing and customer service strategies which are contributing to my growth and bottom line profits.

You have the avenues in place to let everyone know you’re open. You know your target market inside and out, and you are dedicated to finding new ways to reach them and provide ongoing value each and every day. You fully understand that if you are a business owner, you are not just a technician, you are now fully committed to the business of sales, marketing and delivering outstanding customer service.

9)I stay current with technologies, trends and developments in business.

If your thinking is back in the 70s or 80s, you’re going to get left behind, and you better keep up, or you’re going to get thumped by the competition. Keeping up with technology–particularly as it ties to the information age–is not optional…in today’s fast forward world, it’s a requirement to stay in the game of business.

10)I foster an environment that encourages creativity and development of new ideas.

This means that you’re open to “coincidences”, you listen to feedback, you’re patient and collaborative and you embrace change… Fresh … dynamic is what it’s all about! You are someone who welcomes all ideas–the radical, off-the-beaten-path, the controversial, and the seemingly benign. You suspend all judgment and allow your playful side to participate. Solo or in groups, this is important. Break the rules! Start with a multitude of ideas and then focus on the best solutions for your business.

So how did you do? There is a way to get you there by joining the Business Under Fire Program for 2007. For more information, visit us today online at [].