Wednesday, 26 July 2017
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SALES CONSULTING, SALES TRAINING COURSES & SALES RECRUITMENT

Sales Strategy & Planning

Behind every successful business is a successful Sales Strategy.

  • What really makes an organization successful? ,
  • Is it the sales force? ,
  • Is it the products or services they offer? ,
  • Is it the organization itself? ,
  • Why do some companies and sales people consistently out sell their competition? , and
  • What are the secrets of top sales people?

The answers to these and similar questions depend on many things. Generally speaking a successful sales organization is the result of great people, great products & services and an effective sales strategy, all working together.

Problems We Solve

Deakon specialize in helping our client's increase productivity & profits and reduce their expenses.

Most of the companies who approach us are experiencing a near universal set of performance related problems. These problems typically fall in to one or more of the following categories:

  • We don’t have enough qualified sales leads in our pipeline
  • We are finding it difficult to differentiate our product & service offering in the market
  • We are struggling to build credibility and awareness among key decision makers
  • We are unable to reach and sell effectively to senior management
  • We need to grow the size of our deals
  • We want to reduce the sales cycle and avoid getting neutral responses from prospects
  • We want to stop our salespeople wasting time pursuing low probability opportunities
  • We are finding it difficult to sell complex solutions and win major opportunities
  • We don’t have a structured sales process across the sales team
  • We are getting a wide variation in our forecasting accuracy
  • We need to reduce the total cost per sale
  • We need to improved our ROI from our companies marketing activities
  • We need to improve our salespeople’s time management
  • We need to increase sales!

Key Elements

There are many important aspects involved in the sales strategy & planning process including:

  • Defining your market sector(s) and segment(s)’ definitions
  • Quantifying your addressable market size and segmentation supported by relevant statistics
  • Reviewing current and future industry trends
  • Documenting your existing sales methodologies and practices
  • Analysing your current customer spread by type, values and the products / services they buy
  • Outlining the Business Benefits, Advantages, Features & Functions of your key products / services
  • Listing your route to market options
  • Preparing Case Studies and Testimonials
  • Conducting a detailed Competitor & SWOT Analysis,
  • Developing a comprehensive - Sales, Marketing & Business plan
  • Setting a timeline for strategic actions

Awareness & Connecting

The planning phase is certainly the cornerstone of any efffective Sales Strategy however to be truly successful, many other sales & marketing activities need to be implemented including: 

  • Cold Calling
  • Introduction Letters
  • Follow-up calls
  • Lead generation & Referral programs
  • Telesales
  • Direct mail campaigns
  • PR programs
  • Online & Offline advertising
  • Search Engine Optimization (SEO)
  • Viral Marketing techniques
  • Ongoing market research 

Analysis & Refining

Once you put the right sales strategy & planning processes in place for your business supported by proven sales & marketing activities, you need to analyse the results. Without the appropriate sales tools to measure the results, you won’t be able to indentify the changes that worked, the changes that didn't and those corrections that still need to be made.

Summary

Our sales strategy & planning solutions will allow your business to increase sales by providing your management and sales team with:

  • More effective techniques to qualify prospects and thereby avoid wasting time pursuing low probability opportunities
  • Templates to help differentiate your product & service offerings in the market
  • Business writing skills to build credibility and awareness among key decision makers
  • A better understanding of the issues senior management are interested in
  • Fresh ideas on how to grow the size of deals
  • Sales techniques to reduce the length of the sales cycle
  • A methodical questioning technique to sell complex solutions and win major opportunities
  • A structured sales process across the sales team
  • Recommendations of suitable Sales Automation, CRM & Sales Forecasting tools
  • Sales strategies to reduce the total cost per sale
  • Effective low cost marketing activities
  • Time Management techniques

» To speak to one our consultants - simply click on the Contact Us tab. 

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