Sales Strategy & Planning

 

 

 

Q & A  

 

   

 

Sales Process and Pipeline

 

Sales Consulting

Start your business growth journey with a FREE initial Strategy consult.

We help businesses become more successful; by showing them “where and how” to start the sales growth process.

Building sales pipelines is hard work, but easier once the research and analysis has been done properly. Mapping the customer journey and integrating how that works into your pipeline management system is essential

Having a competitive advantage is key to success in profitability, revenue growth and a solid market share. 

 

Closing more sales more often is what we’re on about.

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Sales Strategy & Planning

Sales and marketing are an integral part of a business and without a great position in the market, you are always fighting an uphill battle.

A strategic business plan is a must, which a lot of small to medium businesses overlook.

First we look into your business and at the market to help you establish the right place to start working to improve sales. Documenting the plans and strategies while looking into the business, market and at your competition sets you up for success!

Standing out from the crowd so that you are noticed as “different”, is key to having great outcomes… however there are plenty of things that need attention not just how unique you are.

These are some things we look at, in the process of planning and making strategies.

1. Business Goals

2. Market and place the company is within it

– Value Proposition

– Competitive Advantages & USPs

– Niche

3. Channels to market (Sales & Marketing)

– Partners & Direct (Personal & Ecom.)

– Online & Offline

4. The things you need to do differently to grow

5. What the best methods / practices are to get the job done

A great sales strategy covers all the bases that are needed for a robust process, channel network and position in the market. Marketing must work hand-in-hand with sales to get this right!

Through the go-to-market strategy you will be able to reach your intended market and therefore promote the business in the most authoritative light. We help to setup on the right foot, in the best way, so that you can sell more – more often. 

At the outset we will start to document a framework for establishing the first steps we think you should take to improve the sales and start on your growth journey with a great foundation.

Our consulting services are designed to plan, strategise and setup structure, systems and processes – in order to establish a great basis from which to implement a fast and sustainable growth outcome.

Make thousands of dollars more each week by

Having effective sales people, plans, processes and systems. Know where and when your next leads and sales will convert. 

 

Start Today – See Results

  See your results Growing

  Realise the potential of your brand

  Create A Hype in the market

 

Dominate your competition…

because you have a distinct

competitive advantage

over them.

Sales Process

A well thought out sales process is astoundingly, not instituted in many businesses. Standing out from the crowd with a great differentiator is a must. However burning through the sales pipeline and not nurturing the 97% of potential customers is also critical to long term success in sales.

This is why having a great sales process, is a huge differentiator for the companies who have one, from those that don’t. Long term sales pipelines are what keeps you growing. 

Companies who understand the customer buying journey, tend to have a larger, longer term and very accurate sales pipeline. They also tend to have a robust marketing system as a result of intimately knowing their customers, and marketing to their needs.

What is a great Sales Process?

Many people can rattle off the steps along a generic sales process, but many fewer can identify what the steps their target market take along their buying journey! Aligning measurable and repeatable steps in a sales process, with the customer buying journey enables great marketing and sales results. Only putting the selling feelers out at the right time, is the key to modern sales, as the buyers need to satisfy their understanding of the problem and solutions before they are ready to buy.

So as to ‘not burn’ potential customers, who are not ready to buy, a sales process needs to be well aligned with the buying journey of the target market. If this is done in the right way, a very accurate sales pipeline is secured; allowing management to understand when and who will be buying from them. 

Why is a great sales process important?

If you can understand how a buyer thinks on their way to making a decision to buying your product or service, you are more likely to be able to satisfy all their needs. If you know the places they go to educate themselves, you will also be able to market your stuff to them!

The buying journey of your target market is where all sales leaders should start. Marketing and Sales need to work very closely on this, as it is pertinent to success for both! 

When a great sales process is implemented, there should be plenty of data to test where sales are stalling and also going well. The sales people and management can then change or do more of a certain element accordingly to how the customers are reacting to the information being presented and the connection points with the customer facing staff of your business. 

Here are two examples of what sales processes look like:

(A)

1. Lead Generation (Outbound for Sales Reps)

2. Qualify Leads (Budget, Capacity, Timing)

3. Demonstrate Value (Translate into Prospect Needs, Wants, Desires)

4. Guide Prospect Understanding (Manage Objections, Frame Thinking)

5. Deliver and Support (Customer Satisfaction!)

(B)

1. Lead Gen / Awareness / Approach / Prospecting

2. Discovery / Qualification / Needs Analyses / Interest is given(or not) 

3. Evaluation / Consideration 

4. Presentation of Proposal /  Negotiation / Resolving Objections & Managing Expectations

5. Sign off / Closing

6. Product or Service Delivery

7. Follow up / Survey of experience & Ask for Referrals

Growth is a process, just like sales, operations and finance.

We also encourage training for the owner and staff involved (leaders, management and operational staff) to equip them with the necessary skills to carry on the growth process and thrive – not just survive!

What exactly does a sales consultant do?

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Sales Consulting is...

Part of the professional services industry, under the management consulting banner. We are in the practice of helping organisations to improve their sales and marketing performance. 

Since there is such a broad and complex landscape in business consulting, it is necessary to have many specialities. 

Our focus is on sales and marketing. We develop businesses competitive advantage, through analysis of the market and their business. Branding and positioning is a big part of getting the messaging right after the competitive analysis has been completed. Attracting the right type of customers is the aim, which is hard when the research, planning, strategy structure and processes are not all complete.

We specialise in analysis, planning, structure, strategy and process which are the beginning of the journey to success with sales and marketing.

Sales Consulting is a tool to use (like I.T.) to accelerate achieving the things you desire… and in a much more organised way.

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How are we different?

We work in partnership with our customers to:

We train and equip your staff in great sales practices, help them to plan and write great processes, while setting up systems and automations in the sales and marketing functions. 

Our business experience has led us through selling products and services just like the ones we are helping you to sell in your business, owning businesses and leading businesses from a senior management perspective.

We have built large sales pipelines selling $millions worth of products and services in many industries and verticals. 

As sales consultants we specialising in the analysis and then implementation of plans, strategies, structures, processes and marketing services to achieve sustainable business growth and improvement.

We have worked with start-ups and small business, as well as some of the largest corporations in the world. It doesn’t matter the history, background or where you are in the world… global or just in our suburb.

Using automation and systemisation properly are a key part of the reason we are successful.

Your Business Will Sell More

Soon after you start to work with us, your business will start to generate more visitors and more sales. We are serious about taking your business to the next level.

Business Development Services

Business Development is a long road of aligning and promoting a businesses intent to solve a problem. We work on implementing long term sustainable growth by developing the frameworks for each discipline within a business… aligning them all with the one vision and focus.

Growth can be fast, but if you don’t follow a process and have a great strategy… there is likely not to be good long term results.

That is why we strive to setup diversified channels to market and also a diversified range of products and services; with a single focal point. This might sound confusing, but it is a strategy employed by the most successful companies in the world.

The services we provide are designed get the message our, and close more sales as a result of proper nurturing of your potential customers.

Analysis & Planning

We analyse your business with a “health check”. Then work on the market and competitors, making sure we know the competitive landscape; which shows us what we need to help you with.

Then we plan in order to setup the measurements to achieve the growth goals.

Structure & Strategy

Building focussed structures and processes into a business gives it the ability to scale.

We look into the major elements of the business and “build the house” for growth.

Then we collaborate for a successful strategy that works with the focussed structure.

I

Execute the Process

Attraction and retention are where we aim. This starts with a great process… engaging the customers at every stage with the value you bring to them.

Process is the essential differentiator for sustainable growth and scalability of businesses. We develop and implement processes that will set your business apart from the competition.

Q & A

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Are you sure you can help me?

We are never 100% sure of the results we will be able to achieve with you and your business.

However we are 100% sure we will be able to find a roadblock and solution or some ways to gain more productivity or efficiency in your business.

We will always tell you what opportunities we see in your business (as an outsider) and also identify a potential problem or two – in order for you to gain some value from our interactions.

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Is digital marketing for me?

Digital marketing is not the answer to every situation – it is only one of the tools in the marketing toolbox.

However in making this statement, we always recommend looking into the extremely powerful resources that digital marketing offers.

All businesses could leverage something in the wide array of digital channels to connect with their current and prospective customers.

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Is it expensive to promote my business?

Every business is different.

We work on the basis that everyone has a budget and we work to that.

We have been fascinated to see how little it has cost some businesses to gain an extra $10k, $20k or even $100k a month from a very modest budget. Having a budget for growth is a must… because growth is not something that happens overnight!

The key is also to have a really good sales process to convert all the leads – from the marketing efforts…

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How much time does it take to get results?

We always recommend a pilot project of 6 months. Planning, strategy, building structures and process all take time – and you still need to run your business at the same time.

The time to see results with any plan, strategy or marketing campaign varies from project to project.

Dependant on everything involved in the situation at hand – we have seen great results within a week of the start of a marketing campaign project… but this is not the norm. It normally take a month to establish the correct base from which to launch an effective campaign. Testing always comes first, then we can ramp up once the correct focus for great results is established!

We also offer a full suite

of marketing services

When using digital marketing resources, we work on implementing long term sustainable authority from your web assets and presence.

Digital marketing is not the answer to every situation – it is only one of the tools in the marketing toolbox.

Growth can be fast, but if you don’t follow a process and have a great strategy… there is likely not to be good long term results.

That is why we test and measure – which is the key to success in marketing. We will run test campaigns prior to launching our main effort on your behalf. 

The services we provide are designed get the message about your unique solution to your target market. Differentiating you from your competition is key.

SEO Services

Nobody likes websites that don’t get noticed.

We creatively help you to get noticed and help you be the authority in your industry.

Advertising Campaigns

Get in front of your audience – the right way, with our optimised ad campaigns.

You should be charged an arm and a leg for what we do… but we only charge what it should cost.

Social Content Marketing

All social media platforms engage their users with content. Most content is viable and their are many mediums through which people communicate their content on all platforms. We use voice, video, text and pictures to help boost your authority on all applicable platforms for your target market.

Email Us Anytime

If you have any questions or you just want to start a marketing campaign, send us a message below.

Alongside Business Consulting - Head Office

Business Development Services with Marketing and Sales automation and physical on-the-ground help making sales.

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