Boost sales with the right sales strategy
Perfecting a good sales pitch, connecting with the decision-maker, using storytelling, cold calling prospects, building on customer relations, adopting business development software...
Anything goes to boost sales. But establishing an excellent sales strategy that guarantees sales performance is an art. There are many factors to consider, 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 sales strategy is the art of coordinating human resources, financial resources and commercial actions to win new business. To ensure its long-term survival, every company must increase its market share and sales. To sell even more, you need to increase the size and number of your customer portfolio. Some might think that this is just a matter of building an action plan to acquire new customers. However, in business development strategy, it's just as vital to win over new prospects as it is to retain existing customers.
The best sales strategy is the one that enables sales forces to achieve their commercial objectives. The idea is to think outside the box when it comes to sales prospecting, and avoid using a ready-made model plan. You need to stand out from your competitors by adopting your own sales strategy. What's more, every customer's situation is unique, especially when it comes to B2B sales. To get the best return on investment, it's important to adapt sales techniques to each individual case.
Examples of sales strategies: prioritize inbound marketing, in other words, you'll focus your sales resources on creating content to attract customers to you rather than prospecting. Another example of a sales strategy involves leveraging digital marketing to boost sales on an e-commerce site.
thinking outside the box in sales prospecting
How do you develop a sales strategy?
To define a sales strategy, the best place to start is with a market study to understand the behavior of customers, competitors and the environment. Several tools are available to help you analyze the market, notably SWOT (Strenghs - Weakness - Opportunities -Threats). The next step is to define a clear positioning through the 4Ps of the marketing mix: Price, Product, Placement and Promotion. The aim is to enhance your competitive edge and stand out from the crowd with a different offering.
The buyer persona is at the heart of any successful 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 evolves in a B2B context, you may choose to specialize in very small businesses, for example. But that's not enough: you need to identify the precise characteristics of the typical customer who would be interested in your offer (sector of activity, history, problems, budgets...). This will enable you to draw up an ideal customer profile or customer avatar. It's also a good idea to determine the company's buying process: decision-makers, signatories and anyone else involved. In BtoB, an average purchasing decision involves 5 to 6 people. Your sales representative will then have the task of conducting a negotiation with several stakeholders.
That's why it's so important to include a well-structured sales pitch in your sales strategy. Make sure that the sales pitch you use during the conversation adds real value for your prospect.
Our sales strategy support
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 commercial expertise of our coaches, we can provide real, pragmatic solutions to specific problems. You won't have to grope your way through the process, whether you're developing a new action plan or adjusting an existing one.
When it comes to sales support and development, we offer modern approaches that are sure to help you achieve your sales objectives. Whether you're an entrepreneur, a self-employed business owner, a sales and marketing director or a sales manager, you'll benefit from business development advice tailored to your needs.
