How to Develop a Winning Sales Strategy for your Business

Your sales strategy is your plan to sell as much of your products or services to generate revenue for your business. It is not enough to just develop an excellent product, which of course is very important, but you need to decide how you can sell lots of it.

You need to understand that your marketing and sales strategy are very different.

Your strategy for marketing your product(s) or service(s) is all about creating awareness, visibility.

Your strategy for your sales is all about achieving your target figures for your product(s) or service(s).

The Steps in developing your Sales Strategy;

  • Develop your USP Unique Selling Point
  • Identify your target market
  • Develop your pitch
  • Firm your sales channel
  • Approach the market in an organised way
  • Identify your target customers and how you approach them
  • Address the needs of these potential customers at every step in the process
  • Find the right salespeople
  • Use as Sales Proocess and fine tune it as you go
  • Achieve your targeted sales and revenue

2 Sales Strategy Options

As a company or organisation you have a choice of strategies – inbound or outbound. You may of course adopt both types.

An Inbound sales strategy

Inbound involves attracting more visitors onto your website who already know some information about what your company does and your product(s) or services . Your strategy for inbound needs to be supported by your marketing team with the right content. For example Improving the website, using relevant blogs, building links and maximizing individual web pages with the use of SEO. When you do this effectively you attract prospects and give them information on your product(s) or service(s). Your salespeople engage the new potential customers and encourage them through the sales process. Very good salespeople are excellent at doing this.

An Outbound sales strategy

In contrast an outbound sales strategy allows you to target potential customers, let them know about the product(s), service(s), and achieve sales. This strategy is based on your knowledge and understanding of the potential customer. It is necessary to create a strategy where your salespeople are equipped with a description of their ideal new customer. This is supported by a lead generation strategy that enables you to generate quality leads for your salespeople.
Your salespeople then use traditional sales methods, cold calls, cold e mails and social media to get potential customers attention. Once interest is generated your salespeople use the right sales pitch to get the right deals. Once you have perfected your outbound technique it is easy to ramp up this sales approach.