Why a Winning Sales Strategy Matters
Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. A winning sales strategy clearly outlines:
Where Do You Begin?
When it comes to a winning sales strategy, our clients work most effectively when they begin by answering six very basic sales strategy questions. They take the time to work through each of the following questions and actively involve stakeholders across the organization in designing the answers.
Six Questions For a Winning Sales Strategy
The better you, as a sales leader, can agree upon and zero in on clear, succinct answers, the easier it will then be to create a winning sales strategy.
Take a close look at your best customers. Define them by industry, organization size, role in the company, need for what you offer, and ability to buy. The narrower the focus, the better able you are to deliver the solution that will bring them differentiated value.
Define who needs you the most and who would benefit most from what you have to sell. Then disproportionately sell and market to them.
Focus on what sets you apart from your competition in the eyes of your target clients in a way that drives premium pricing, shrinks the sales cycle, and increases win rates.
Then create a plan to nurture and support clients to ignite growth.
The Bottom Line
A winning sales strategy aligns with the overall corporate strategy and has high levels of clarity and agreement regarding ideal target clients, unique value propositions, success metrics, and activities correlated to superior sales performance.
To learn more about creating a winning sales strategy, download 7 Top Ways to Stress Test Your Sales Strategy
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