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What makes a great sales strategy

Developing a great sales strategy isn’t really that hard and it will save
you time and make you money in the long run. But there are a few
building blocks that need to be put in place before you can march out
the door with your pockets stuffed with business cards.
First, identify the market that’s right for your product – will you
be offering a low cost product and going for high volume sales, or is
your product a specialty or niche one that would appeal only to
certain market segments? Then decide how you want to sell to your
customers – cold calling, direct mail, emarketing, or through a
seminar for example.
You’ll need to organize the back end of your sales initiatives to
take full advantage of the strategy you adopt – that is, develop a sales
support system. A database of contacts that is continually updated is
essential in many businesses, and where that’s the case, so is a sales
tracking system so you know where particular customers, and
potential customers, are in the sales cycle (this will also help with
projecting revenue).
You might also find that the results, or conversion rates, achieved
by some of your people are better than others – tracking conversion
rates is an important part of any sales strategy. What you can
measure, you can manage … and it’s great if you can have the people
with the best conversion rate sharing their techniques with the rest.
If implementing a structured sales strategy sounds daunting
given the work you are already doing, then talk to one of our team -
we have a proven process for helping our clients implement a sales
strategy. Happy selling!

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