Sales Strategy
Sales plans, sales consulting, sales strategies
and sales tactics for total business success.
Behind Every Successful Business is a Successful
Sales Strategy
What really makes an organization successful?
Is it the sales force? Is it the product or service? Is it
the organization? How do some companies and sales people consistently
out sell their competition? 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 in lockstep.
Problems with Sales Today
The golden era of selling (1950's - mid 1980's)
is gone forever. Since that time many obstacles to effective
selling have arisen. Markets are overcrowded as more and more
businesses compete for the same customer. Communications technologies
like the Internet are shaping todays highly-competitive business
environment.
People have more information and choices than
ever before. Unfortunately the more choices and information
people have, the tougher it is to make a decision. More vendors,
more information and more choices translate into more work
for the buyer or prospect. As a result many people get bogged
down in "analysis paralysis", procrastination or both.
Another problem is that many companies still use "old
school" sales strategy and high pressure tactics which
were originally developed for low value, one-call sales. These
techniques are no longer accepted by most consumers and business buyers.
A perfect example of this is the recent movement against
consumer telemarketing (the Do Not Call List). People
today just don't have the time or patience to be "sold"
at dinner time. Customers want to be in control or at least
have the perception they are in control of the sales situation.
Lastly, with the exception of retail shopping most consumers
and businesses today do NOT buy on the first call, appointment
or offer. Some studies show it can take between 7 and 20 contacts
with a prospective customer before they are ready to buy.
There is also an obvious relationship between the ticket price
of products and services and the complexity and difficulty
of closing the deal. The larger the ticket price the tougher
the sale. Large ticket sales take a completely different set
of skills and strategies.
Sales Strategy for 2008 and Beyond
A good sales strategy and plan will outline your: business
requirements, products, services, target markets, strengths,
deficits, opportunities, sales channels, sales force, sales
tools, prices and costs.
Most importantly a good sales strategy identifies key
messages, personnel and activities
that will be used to generate interest and sales for your
company. It should include both short and long
term goals, objectives and planning.
Sales Strategy Consulting
Marketing Science, Inc. implements proven, results-driven
sales strategy into your business or non-profit organization.
We help you select the precise sales strategies needed to grow
your business.
Needs Analysis - We spend a significant amount of
time analyzing your business, your customers and your unique
sales situation. We then suggest and help implement sales
strategies that work best for your circumstances and industry.
Sales Strategy - This entails taking the information
from the needs analysis and developing it into a set of unique
business arguments, selling propositions and sales strategies
for your products and services.
Sales Lead Generation - We modify and create new
sales generators that can dramatically improve lead production
and the probability of closing those sales leads.
Sales Automation - Take the hassles and obstacles
out of prospecting and selling. Let technology do the heavy
work.
Internet Promotion Systems - No matter what business
you're in, you can benefit from the Internet. Whether you
sell gym memberships, build homes or run a retail shop, the
Internet can bring you sales and business beyond your wildest
dreams. We help you implement web marketing strategies and
systems that capture more prospects and sales from the Web.
No matter what industry you're in, Marketing Science can help
you generate more sales !
CALL 845-223-8168 for Your
FREE Initial Marketing Consultation!
