Boost sales with a good sales strategy
Refining a good sales pitch, connecting with the decision-maker, using storytelling, following up with cold prospects, focusing on customer relations, adopting sales development software...
Everything is allowed to boost sales. But establishing an excellent sales strategy that guarantees sales performance is an art in itself. Many factors need to be considered, including your company's strengths and weaknesses in relation to customer expectations and competitors' offerings.
Les experts de Kestio vous proposent un accompagnement dans l’élaboration d’une stratégie commerciale efficace pour atteindre vos objectifs commerciaux.
Sales strategy:
definition
Like a military strategy, a commercial strategy is the art of coordinating human resources, financial resources, and commercial actions within the framework of a commercial conquest. Indeed, to ensure its sustainability, every company must increase its market share and increase its turnover. To sell even more, it is imperative to increase your customer portfolio in size and number. Some might think that it is only a matter of building an action plan to acquire new customers. However, in a business development strategy, it is just as vital to win new prospects as it is to retain existing customers.
The best sales strategy is the one that allows the sales force to achieve their sales objectives. The idea is to think outside the box of sales prospecting and avoid using a ready-made plan template. You need to stand out from your competitors by adopting a sales strategy that is unique to you. In addition, each client is unique in their situation, especially when it comes to BtoB sales. To have a better return on investment, it is important to adapt sales techniques on a case-by-case basis.
Examples of commercial strategies: prioritize inbound marketing, in other words, you will focus your commercial resources on creating content to attract customers to you rather than prospecting. Another example of a commercial strategy is to focus on digital marketing to boost sales on an e-commerce site.
think outside the box when it comes to sales prospecting
How to develop a sales strategy?
To define a commercial strategy, it is best to start with market research to understand the behavior of customers, competitors, and the environment. Several tools are available to analyze the market, including the SWOT (Strengths – Weaknesses – Opportunities - Threats). It is then necessary to define a clear positioning through the 4Ps of the marketing mix: Price, Product, Place, and Promotion. The goal is to highlight your competitive advantage and stand out by offering a differentiated offer.
The buyer persona is at the heart of any solid sales strategy because all your sales actions will be based on it. Defining your target customers is therefore an essential step. If your product or service operates in a B2B context, you can choose to specialize in VSEs, for example. But that's not enough; you need to identify the specific characteristics of the typical customer who would be interested in your offer (sector of activity, history, problems, budgets, etc.). This allows you to create a profile of the ideal customer or customer avatar. It is also relevant to determine the company's purchasing process: the decision-makers, the signatories, and all other people involved. Be aware that in B2B, a purchasing decision involves an average of 5 to 6 people. Your sales representative will then have the task of conducting negotiations with several stakeholders.
Hence the importance of implementing a well-structured sales pitch in your sales strategy. Make sure that the sales argument you use during the conversation brings real added value to your prospect.
Our support in commercial strategy
Qu’est-ce qui rend l’accompagnement commercial de Kestio aussi efficace ? Pour la simple et bonne raison que nous ne nous basons pas sur des théories de démarches commerciales lues quelque part. Nous vous proposons un coaching commercial et formation commerciale concoctés à la suite de 3 ans de recherche et développement.
Thanks to the sales expertise of our coaches, we provide real, practical solutions to specific problems. You will no longer proceed tentatively, whether it's developing a new action plan or readjusting an existing one.
Regarding support and business development, we offer modern approaches that will ensure you achieve your sales goals. Whether you are a business owner, self-employed, sales and marketing director, or sales manager, you will benefit from business development advice tailored to your needs.
